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.Your Impact Shapes the World at Caterpillar Inc.When you join Caterpillar, you are 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.It’s More Than a Job, it’s a Career - YouTube (https://www.youtube.com/watch?v=Wf0PVJdUOWo)Job Summary:As a Sr. Manager for Rigid Frame Trucks prime product within Resource Industries, you will ensure Caterpillar achieves sales and OPACC (Operating Profit after Capital Charge) targets by understanding and meeting customer’s expectations. Critical leadership, strategy development, and tactical decision making is required for both annual and long-term strategic growth to contribute to RI’s long-term leadership position and value chain profitability. Reporting to this position are Product Application Specialists (also referred to as subject matter experts or product consultants) that cover the mining industry globally for Off Highway Truck / Large Mining Truck product lines.What you will do:Manage the team of subject matter experts to enable excellent customer experience with Caterpillar mining products and services by understanding and addressing their short, medium, long-term needs. This is to be accomplished through three key areas:Value Selling
Deal Support – The team has the global application expertise that makes them the subject matter experts for the Caterpillar field teams, dealers and customers. The objective is to ensure we have the right machine in the right application for the customer. The team is the Price / Value consultant through TCO (Total Cost of Ownership) analysis and product supply insight and provides deal tender product conformance. They are tasked with maximizing OPACC through achieving the right balance of volume and price realization.
Technical Product Sales Content – The team is the value proposition owners through TCO material creation. They also take the lead on competitive benchmarking and production studies.
Training – The team is accountable for training the regions of the world on their products.
Customer Needs and Market Development
Customer Experience - Translate the voice of customer and unmet needs into requirements that get connected with the product group to direct product development.
Customer Visits - Hosting customers for need based reviews and training. Developing detailed product presentations and hosting machine walkarounds
Go-to-market ownership - Develop New Market Plans and own New Product Introduction launches by region.
OIA (OPACC Improvement Agenda)/ business case development - PINS (Percentage of Industry Sales) OPACC Improvement Agenda delivery and execute on business cases and dependencies.
NPI / Market definition
Product Definition & Strategy – The team defines the product roadmap & multi-generational product plan (MGPP). This is also accomplished through keeping a product requirement priority list aligned and updated with the product team(s).
Price List Ownership – The team sets configurations and descriptions for the price lists and gives input to develop machine base prices through comprehensive market analysis.
NPI Program execution – This key role is accomplished by the team acting as an NPI Gateway Steward. The application specialists develop marketing financials, complete NPI GTM Deliverables, and ensure pilot machine placement / support / sale.
What Skills you will have:Customer Focus: Extensive knowledge of the values and practices that align customer needs and satisfaction as primary considerations in all business decisions and the ability to leverage that information in creating customized customer solutions.Products and Services: Extensive knowledge of major products and services and product and service groups; ability to apply knowledge of product and service appropriately to diverse situations.Decision Making and Critical Thinking: Extensive 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: Extensive 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: Extensive knowledge of relationship management techniques; ability to establish and maintain healthy working relationships with clients, vendors, and peers.Technical Excellence: Working level knowledge of a given technology and various application methods; ability to develop and provide solutions to significant technical challenges.Value Selling : Extensive 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:Off-Highway Truck / Large Mining Truck product and industry experience.Marketing, distribution, product support, field, supervisory, and/or direct sales experience.Additional Information:The primary location for this position is Tucson, AZ.Domestic relocation assistance is available.This position may require 25% travel.Sponsorship is not available.This posting will close at midnight on April 14th, 2024.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 wage, because we value your performance, we offer a total rewards package that provides:
Competitive Base Salary
Annual incentive bonus plan
Medical, dental, and vision coverage
Paid time off plan (Vacation, Holiday, Volunteer, Etc.)
401k savings plan
Health savings account (HSA)
Flexible spending accounts (FSAs)
Short and long-term disability coverage
Life Insurance
Paid parental leave
Healthy Lifestyle Programs
Employee Assistance Programs
Voluntary Benefits (Ex. Accident, Identity Theft Protection)
Subject to annual eligibility and incentive plan guidelines.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.For more information, visit caterpillar.com. To connect with us on social media, visit caterpillar.com/social-mediaRelocation is available for this position.Visa Sponsorship is not available for this position. This employer is not currently hiring foreign national applicants that require or will require sponsorship tied to a specific employer, such as, H, L, TN, F, J, E, O. As a global company, Caterpillar offers many job opportunities outside of the U.S which can be found through our employment website at www.caterpillar.com/careers.Posting Dates:April 3, 2024 - April 14, 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) .