Job Description

Career Area: Marketing / Sales / Product Support

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Your Work Shapes the World at Caterpillar Inc.

When you join Caterpillar, you\'re joining a global team who cares not just about the work we do - but also about each other. We are the makers, problem solvers, and future world builders who are creating stronger, more sustainable communities. We don\'t just talk about progress and innovation here - we make it happen, with our customers, where we work and live. Together, we are building a better world, so we can all enjoy living in it.

The key role of this position is that of a seasoned professional with several years of related experience including field, staff, support, and supervisory assignments. Direct reports include staff located within a particular territory/country supporting international customers.

The incumbent\'s organization acts as a single point of contact for one or more of the following: prime product sales, parts sales, service support training, dealer development and the administration of dealer programs. The position integrates diverse functions and independently manages day-to-day interactional activities within set parameters. Decisions are complex and usually must be made quickly and impact dealer, customer and direct sales facing within a territory or country. The incumbent is free to determine the best way to complete job assignments in order to achieve desired results but has limited freedom to act within restricted transactional dollar amounts. Magnitude of responsibility directly impacts the operational unit.

The incumbent understands and is current on customer/dealer markets and administers appropriate customer direct or dealer programs to support and develop product sales, dealer effectiveness, overall segment growth, NPI process, process improvement, warranty policy, etc. The incumbent applies product and industry knowledge in support of Caterpillar, dealer and customer expectations and is exposed to near-term strategic planning within a 0-18-month horizon.

The incumbent will begin to interact with high-level professionals (internal and external) and should exhibit effective relationship building and communication skills. This position influences upper management within dealerships to adapt or change policies, implement marketing/sales programs, hire personnel and organizational structure changes. The incumbent may call on leaders in major associations to influence business climate. The incumbent must have demonstrated skills in the following leadership principles: business, career development, coaching, communication, customer satisfaction, empowerment, and fostering an enjoyable work climate.

The position manages a work unit of primarily management/professional employees where monitoring and reviewing work of subordinates is required as well as training, developing, and mentoring. The position is responsible for all personnel issues and performance evaluation of subordinates.

Typical internal customers include various contacts in a portion of Caterpillar worldwide operations. External contacts include various customers and vendors throughout worldwide markets. The position is challenged to identify problems quickly and correctly, which may not be obvious. The incumbent solves problems by determining the best course of action, within departmental guidelines, from many existing solutions. The incumbent is free to determine the best way to complete job assignments to achieve desired results. Impacts key quality goals including Customer Satisfaction, Continuous Improvement, Cost Savings, Process Quality, Part Quality, etc. The position works to develop innovative processes or methods to best use resources or technology in meeting the sales and marketing goals.

BACKGROUND/EXPERIENCE:

The position requires thorough knowledge of customers, company products, product applications or merchandising programs. An understanding of current geopolitics, Foreign Military Sales (FMS) and is Global Military Machine Sales (GMMS) is highly preferred. In addition, an understanding of mechanized claims processing, service data systems and/or dealer operations may be required. The position typically requires a college or university degree or equivalent experience. In addition, nine to twelve years of progressively responsible job-related experience are typically required including field, staff, support, and supervisory assignments. Excellent interpersonal skills are required to deal with sensitive issues, develop others, or persuade others inside and outside the department to take specific actions. The ability to direct multi-functional activities (whether in the same segment or different segments) is preferred, and global exposure (dealing internationally) is also highly preferred.

Caterpillar is an Equal Opportunity Employer (EEO).

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