Career Area:SalesJob Description: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.Job Purpose:Enable Aftermarket Parts Sales Profitable Growth for Caterpillar’s Global and Corporate Accounts by providing insights while delivering executable go to market solutions that are aligned with our equity curve and driven by pricing analytics. This position will provide pricing and commercial consultation for aftermarket parts business related to the assigned Construction Industries (CI) Global and Corporate Accounts. This position will directly support the Global and Corporate Account Managers by providing commercial consultation, pricing analysis, dashboards, and directly supporting customer agreement negotiation, execution, and governance.What you will do:
Americas point of contact for Aftermarket CI Managed Accounts parts pricing matters. Supports global and national CISD accounts and works with a global cross functional team
Works closely with CISD account managers, GCI, legal, and marketing
Supports CI Managed Accounts commercial strategy through price explainability efforts and dealer sales variance and pricing execution
Provides commercial support of customer benefits matrix to ensure company goals are met.
Provides support to CISD Integrated Account Management team
Manages CISD Global and National Accounts Americas Sales Variance Year End Estimate and Forecasting
Uses large datasets to analyze, summarize, and support strategic customer negotiations – communicating impact of customer agreement to management
Executes on Customer Agreement pricing elements including customer rewards, rebates, parts escalation, and others
Lead the implementation and execution of parts pricing projects as needed
Limited travel required (10% of working time)
What you 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.
Data Gathering & Analysis: Knowledge of data gathering and analysis tools, techniques, and processes; ability to collect and synthesize data from a variety of stakeholders and sources in an objective manner to reach a conclusion, goal, or judgment.
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.
Strategic Thinking: Knowledge of the importance of "big picture" thinking and planning; ability to apply organizational acumen and competitiveness to identify and maintain focus on key success factors 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.
Top Candidates will also have:
Bachelor’s degree concentrated in Business, Finance, Economics, Statistics, Accounting, or Marketing.
5+ years of related experience
Knowledge of Caterpillar products, merchandising programs, and business systems
Strong personal computer skills with experience in creating or defining requirements for Power BI dashboards.
Prior experience as a Revenue and/or Pricing Analyst, or similar Field experience
Knowledge of Parts Pricing Sales Variance
Ability to confront unique and complex issues or problems, which require careful analysis, diagnosis, and innovative solutions
Ability to set priorities and establish own work plan to complete broadly defined assignments and achieve desired results
Demonstrated ability to teach and train others
Additional Info :
This position can be located in: Peoria, IL, Lafayette, IN, Tucson, AZ, Cary, NC, Dallas, TX or Brooklyn Park, MN
This role is a full time, Hybrid position and currently requires 3 days a week in office
Domestic relocation assistance is available for those who qualify
Sponsorship is not available
What You Will Get:
Our goal at Caterpillar is for you to have a rewarding career. Our teams are critical to the success of our customers who build a better world.
Here you earn more than just a salary because we value your performance. We offer a total rewards package that provides benefits on day one (medical, dental, vision, RX, and 401K) along with the potential of an annual bonus. Additional benefits include paid vacation days and paid holidays.
All qualified individuals - Including minorities, females, veterans and individuals with disabilities - are encouraged to apply.
About Caterpillar -Caterpillar Inc. is the world’s leading manufacturer of construction and mining equipment, off-highway diesel and natural gas engines, industrial gas turbines and diesel-electric locomotives. For nearly 100 years, we’ve been helping customers build a better, more sustainable world and are committed and contributing to a reduced-carbon future. Our innovative products and services, backed by our global dealer network, provide exceptional value that helps customers succeed.Final details:Please frequently check the email associated with your application, including the junk/spam folder, as this is the primary correspondence method. If you wish to know the status of your application – please use the candidate log-in on our career website as it will reflect any updates to your status.#LI - HybridPosting Dates:October 9, 2024 - October 23, 2024Any offer of employment is conditioned upon the successful completion of a drug screen.EEO/AA Employer. All qualified individuals - Including minorities, females, veterans and individuals with disabilities - are encouraged to apply.Not ready to apply? Join our Talent Community (http://flows.beamery.com/caterpillarinc/talcom) .