Senior Sales Representative

at  Caterpillar

BRIEFING

The Electric Power Division is currently looking for a Systems Territory Specialist. As a Systems Territory Specialist, you are enabling sales of new power asset by selling entire systems, including custom controls.
You will drive specs and influence to our controls and leverage our product line investment in ECS “Energy Control System” and expanded capabilities to generate service revenue and to access more opportunities to sell Prime products (Genset and/or hybrid) that call for complex electrical systems.
You will position Caterpillar to deliver competitive Electric Power Systems globally through the energy transition. To support Cat Engineering services, you will work with all type of customers. To help them balance their ESG “Environmental, Social, and Governance” needs with reliable, known technologies, you will support our increase in sales of Advanced Power and Energy Storage systems in conjunction with traditional assets.

SKILLS YOU’LL HAVE

• Customer Focus: Knowledge of the values and practices that align customer needs and satisfaction as primary considerations in all business decisions and ability to leverage that information in creating customized customer solutions.
• Industry Knowledge: Knowledge of the organization’s industry group, trends, directions, major issues, regulatory considerations, and trendsetters; ability to apply industry knowledge appropriately to diverse situations.
• Decision Making and Critical Thinking: Knowledge of the decision-making process and associated tools and techniques; ability to accurately analyze situations and reach productive decisions based on informed judgment.
• Effective Communications: Understanding of effective communication concepts, tools and techniques; ability to effectively transmit, receive, and accurately interpret ideas, information, and needs through the application of appropriate communication behaviors.
• Negotiating: Knowledge of successful negotiation concepts and techniques; ability to negotiate successfully across the organization and with external vendors and clients in a constructive and collaborative manner.
• Relationship Management: Knowledge of relationship management techniques; ability to establish and maintain healthy working relationships with clients, vendors, and peers.
• Business Development: Knowledge of business development tools, techniques and approaches; ability to explore and develop potential areas of business growth for the organization.
• Value Selling: Knowledge of the principles and practices for selling products, technology and services; ability to provide overall product/service ‘value’ and to differentiate support offerings that address clearly understood customer needs.

• Responsible for delivering sales revenue and profitability goals for the assigned territory in
• Cat Controls ECS “Energy Control System” and other LEPS “Large Electric Power Solutions” Prime products integrated in complex electrical systems.
• RAM Premium equivalent Connectivity Solutions
• Act as a sales liaison among dealers, consulting engineers, customers, and other Caterpillar personnel. The role should be very familiar with the company’s products, processes, and systems. You will be performing complex analysis work, identifying, and resolving problems that are technical in nature. Challenges include specification interpretation, quote development, developing sequence of operations, specify and size low/medium voltage switchgear, and solving power quality problems.
• Counseling dealers in developing increased human performance capability; providing guidance on existing and potential customer service issues; assisting on forecast, sales strategy planning and sales techniques; supporting rollout of new products; analyzing and communicating marketplace and competitive activity; analyzing product application, configuration and utilization that provide the best solution for a customer.
• Provide design assistance directly to key consulting engineers and end users with the goal of specifying electrical system design, optimization, connectivity solutions and value engineering expertise.
• Training consulting engineers, customers, and dealers on Caterpillar’s products and services as well as advances in technology in the generator controls (including new ECS “Energy Control System” ) and switchgear market.
• Requires travel to understand regional or worldwide business conditions. extensive travel up to 50% (Domestic & International).