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Job Information

Caterpillar, Inc. Senior Technology Sales Representative in Griesheim, United States

Career Area:

Marketing / Sales / Product Support

Job Description:

Your Work Shapes the World!

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.

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.

What you will do

The daily lives of our customers go way beyond the iron: Digital and Technology are now a key part of making their operations safer and more productive, and we want to be the customer’s leading brand in this journey. Do you want to be part of a new team looking at accelerating technology adoption in our industry? We have an exciting opportunity for you to join the Caterpillar team as a Construction Industries (CI) Senior Technology Sales Representative . In this new role, you will own and support the sales execution of our CI technology solutions with selected dealers. This is a new field-based role, designed for an experienced individual contributor willing to be a “pioneer” in a new growth area for the company. As this is a new role and a growing area of focus, the assignment will be complex, challenging and will require strong teamwork and collaboration.

As the Senior Technology Sales Representative , you will drive the sales of our CI technology portfolio. Accountable for sales targets, you will be the key sales lead among dealers and other Caterpillar business units, with expected direct exposure with customers. You will be intimately involved in designing the best solutions to meet customers’ technology and productivity needs. You will help generate new processes to sustain future sales growth. You will work with other Caterpillar colleagues, dealers and customers and will be expected to demonstrate skills in public speaking, negotiation, building consensus and achieving compromise. You will also account for a commercial budget you can leverage to reach key goals.

You will specifically be accountable for driving:

  • Sales of our CI Technology Portfolio which includes Grade, Payload, Detect/Vision, Command, Productivity, Equipment Management

  • Technology adoption at machine point of sale (POS): Ensuring we provide the right solution leveraging our technology factory offering based on customer needs.

  • Include our extended technology portfolio: Fleet Management, CAT Productivity, CAT Command.

  • Adoption of aftermarket technology enabled solution: With a primary focus in the short-term on our technology-enabled safety solutions, you will be ensuring we can meet the customer jobsite/fleet needs.

  • Work with dealers to generate and manage a technology growth plan. This will include a pipeline of sales opportunities established by working with business partners and select dealers through alignment of key priorities to achieve successful growth. You will provide input on a longer-term forecast for dealers to help drive future growth. This will involve presentation at top dealer and Caterpillar executive levels to drive adoption, progress and positive change.

  • Be accountable for developing and maintaining strong relationships with dealers and supporting successful deliveries to achieve high degrees of customer satisfaction.

  • Provide Voice of Customer and Voice of Dealer to support future NPI by remaining current on customer/dealer market and competitive offering

  • You will be supported by the Technology GTM team working with the product groups on our GTM execution framework, as well as a range of application team members that are experts in their assigned technology products. The team will also support the creation of marketing initiatives and management of KPI dashboard to help you run the business.

  • You will need to work together with other internal business units with field-based responsibilities to achieve goals and support dealer development. This will require formal, regular reviews and updates as part of an intentional communication plan.

NB. The panel cannot make assumptions when shortlisting therefore please demonstrate your qualifications and experience on your CV relevant to the criteria outlined.

The successful candidate must bring (Basic Qualifications):

  • A bachelor’s degree, preferably in Engineering, Business or Marketing, from an accredited college or university. Equivalent experience with dealer and customer engagement, can be considered in lieu of a degree.

  • At least 6 years prior experience with dealer and customer engagement

  • Knowledge of Construction Industries

  • Demonstrated ability to work independently in a fast-paced environment.

  • Ability to influence and lead others in the work group, dealer personnel and customers.

  • The ability and willingness to travel 50%

  • Location at the district office or with proximity to selected dealers.

Top Candidates will bring:

  • Additional experience in a similar role with sales objectives, interaction with dealers and customers, involving technology products.

  • Previous experience in technology or developing sales of a new product portfolio

  • Knowledge of CI product line, and CAT sales execution model and dealer organization.

  • organizational and analytical skills

  • Highly proficient working team dynamics and interpersonal relationships to successfully influence others.

Additional Information:

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. 

Caterpillar is an Equal Opportunity Employer and considers applicants for all positions without regard to race, color, religion or belief, sex, age, national origin, citizenship status, marital status, military/veteran status, genetic information, sexual orientation, gender identity, physical or mental disability or any other characteristic protected by applicable laws.

 Caterpillar is committed to creating a dynamic work environment that values diversity and inclusion, respect and integrity, customer focus, and innovation. For more information, visit https://www.caterpillar.com/en/careers/why-caterpillar.html

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Pending the number of applications, the criteria for the position may be enhanced to facilitate shortlisting.

A valid work permit is required

Caterpillar is an Equal Opportunity Employer (EEO).

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.