Senior Sales Representative - Systems Territory Specialist

at  Caterpillar

BASIC QUALIFICATIONS:

• A bachelor’s degree in Engineering curriculum, Electrical Engineering preferred or 10+ years industry experience in lieu of degree.
• 5+ years prior experience in electrical system design, application engineering and sales including generator paralleling switchgear, preferably in the mission critical space (data centers, healthcare, etc.).
• Must be willing to travel extensively (50-70%) as well as relocate based upon business needs.
• English Advanced

SKILLS REQUIRED:

• 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 Latin America territory in paralleling switchgear and automatic transfer switches.
• Act as a sales liaison among dealers, consulting engineers, customers, and other Caterpillar personnel. You 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, configuring 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 providing electrical system design, optimization, 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 and switchgear market.
• Understanding of business model and acting within the business process guidance on review and approval for variance programs and commercial actions.
• Designing and assisting dealers on the forecast, sales/rental/used strategy planning, and sales techniques; supporting the rollout of new products.
• Performing regular sales performance reviews with dealers and ensuring implementation of corrective actions where needed.
• Leading the selling opportunities identification, customer satisfaction improvement and business relationship enhancement.