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 Work Shapes the WorldWhether it be groundbreaking products, best in class solutions or creating a lifelong career, you can do the work that matters at Caterpillar. With a 95-year legacy of quality and innovation and 150 locations in countries around the world, your impact spans the globe.When you join Caterpillar, you are joining a team of makers, innovators, and doers. We are the people who roll up our sleeves and do the work to build a better world. We don’t just talk about progress and innovation. We make it happen. And we are proud of that, because it helps our customers build and power the world we live in – the roads, hospitals, homes, and infrastructure. Without a dedicated workforce Caterpillar could not effectively meet our customer’s needs. Join us.Job Summary:Leads development and execution of strategy with the business partners in each territory, market, & product vertical. This role will have ownership over two key products within Construction Digital & Technology developing go to market strategies, voice of customers, & opportunity analysis in a global capacity.This position will be a new position owning two key Caterpillar digital products to simplify our offerings and expand to new full-fleet opportunities to achieve revenue targets. Utilizing an understanding of customers, dealers, and Caterpillar processes, the individual contributor will focus on the strategic and opportunity analysis processes to develop alignment and expand usership and revenue for services paths and target segments. The position is also responsible for prioritizing opportunities within the expanded portfolio through global team member influence, product group alignment, and industry relationships to position Caterpillar's digital products to develop from data aggregation to work-flow management.What You Will Do:
This role will initially be focused on a strategy to improve Caterpillar technology sales and utilization. Expanding knowledge and market pull through our go to market channels.
Lead the simplification of our Grade & Payload portfolio and Go-to-market strategies.
Lead the go-to-market efforts for Grade & Payload by supporting the regionally based Technology Sales Rep organization.
Work across Machine Business Divisions, Cat Digital, Integrated Components and Solutions (ICS), Global Construction and Infrastructure (GCI), MTES, and CD&T to identify and prioritize the largest opportunities for alignment, develop necessary business cases, and define the approach to deliver.
Drive alignment across the team on key business objectives and priorities, ensure appropriate resources are in place to execute, and synchronize development across the organization to deliver key projects.
Lead cross-functional Go-To-Market teams where on-board technology, off-board services, and commercial strategies meet, actively participating in all decisions for GTM concepts: marketing, financials, deployment readiness, and VOC/VOD collection.
What Skills You Will Have:Customer Focus: Understands and communicated customer needs/expectations of Digital Products and commits to resolving them. Researches and verifies customer needs and expectations for Grade & Payload products. Solicits customer satisfaction feedback and acts on improvement opportunities for Digital Products. Helps link organizational objectives to customer needs and expectations. Meets regularly with customers to understand their wants, needs and expectations for Digital Products.Data Gathering & Analysis: Advises on advanced data gathering and analysis methodologies and technologies. Oversees data gathering and analysis activities within the organization. Documents sources and validates the accuracy of data analysis by evaluating the pros and cons of data analysis methods used. Implements procedures and policies within a data processing function. Teaches others how to improve the validity and reliability of data used in various analyses. Evaluates best practices of data gathering and analysis within the industry. Participates in gathering and analyzing cross-divisional data based on requirements. Utilizes basic data collection and evaluation tools and techniques to build White Papers for strategic developmentDecision Making and Critical Thinking: Applies critical thinking in a decision-making process. Participates in documenting data, ideas, stakeholders, and processes. Recognizes, clarifies, and prioritizes concerns and communicates to cross-divisional partners. Assists in assessing risks, benefits and consideration of alternatives for prioritizing Cat Digital and CD&T development priorities.Effective Communications: Adapts documents and presentations for the intended audience. Demonstrates both empathy and assertiveness when communicating a need or defending a position. Communicates well downward, upward, and outward. Employs appropriate methods of persuasion when soliciting agreement. Maintains focus on the topic at hand. Delivers helpful feedback that focuses on behaviors to achieve goals. Listens to feedback without defensiveness and uses it for own communication effectiveness. Makes oral presentations and writes reports needed to communicate across divisions.Negotiating: Uses active listening and probing techniques to surface problems, issues, and interests. Presents own position and listens attentively to position of others. Negotiates with business partners to prioritize CD&T needs, while being cognizant to other divisions’ needs Accesses organizational policies and practices for negotiating high-priority items for on-board and off-board technologies. Utilizes techniques for establishing rapport and building trust with go-to-market, development, and product group teams.Relationship Management: Provides prompt and effective responses to business partner requests and interactions. Monitors Cat Digital, GCI, and CD&T partner satisfaction levels on a regular basis. Alerts own team to problems in customer and dealer satisfaction with digital tools. Works with business partners to address critical issues and resolve major problems.Strategic Thinking: Directs strategic alliances and partnerships for mutual benefit. Makes sound business decisions on behalf of the group when faced with complex and contradictory alternatives. Builds the strategic thinking capability of the group. Interprets available data and analyses when creating business plans. Recommends ways to position the organization for long-term competitiveness. Prepares the group's response to key marketplace trends, opportunities, and vulnerabilities. Implements the group's go-to-market strategy to achieve CD&T and organizational goals Raises awareness of potential strategic alliances and partnerships; dealerships, customers, suppliers, and Associations Explains elements of the strategy to others and advocates for digital tools Monitors Equipment Management and Productivity trends, opportunities, and vulnerabilities; reports findings. Makes sound recommendations on prioritization of needsValue Selling: Presents technology costs and benefits in reaction to customer requests. Describes general concepts, practices and benefits of value-based versus product selling for digital tools. Documents proposed product/service solutions to be presented to potential customers. Pursues additional 'value selling' education to enhance traditional sales practices. Develops ‘value-selling’ messages and materials to improve customer and dealer understanding and promote salesAdditional InformationThe location for this position is Mossville, IL.Domestic relocation assistance is available for this position.This position may require up to 25% travel.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 detailsPlease 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.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 .For more information, visit caterpillar.com. To connect with us on social media, visit caterpillar.com/social-media#LIPosting Dates:June 10, 2024 - June 24, 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) .There’s more to work at Caterpillar than just the work itself. We hire smart, friendly people and it shows in our culture. We hold ourselves to high standards and make sure our values of integrity, excellence, teamwork, commitment and sustainability come to life in the way we work. We make sure our employees feel continuously challenged while also supported. We provide professional growth opportunities, including leadership programs. We celebrate the diversity of our team, while also working together as one Caterpillar.Our culture, like everything at our company, is made possible by each employee’s contribution. Person by person, we create the environment we work in, and we are proud of the Caterpillar we’ve built.
Full-time