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Sales

Job 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.

About E+ES

Whether it be groundbreaking products, best in class solutions or creating a lifelong career, you can do the work that matters at Caterpillar. With a 99-year legacy of quality and innovation and 150 locations in countries around the world, your impact spans the globe.

Caterpillar’s Electrification & Energy Solutions (E+ES) Division will focus on delivering advanced electrified power train, zero-emissions products/technologies, and the solutions and services associated with these technologies. Focus areas include batteries, fuel cells, motors, inverters, micro grid controllers, charging, energy storage systems, lifecycle solutions/services and integration of components for ePowertrain solutions across industries.

We are looking for top talent to build and scale the next generation of technologies, products, and services to help our customers build a better—more sustainable—world. We need self-motivated, intelligent, and team-oriented individuals to make our plans a reality. Individuals with high emotional intelligence, humility and openness to discovery will thrive in the teams we are building.

Job Summary:

The Senior Business Development Manager will develop alternative fuels (hydrogen, biofuels, renewables, and other alternative fuels and transport) for our broad range of customer applications.

What You Will Do:

• Identify and develop new opportunities for Caterpillar to deliver offerings in the alternative fuels value chain.

• Create and execute unique alternative fuels solutions for our customers across our broad range of industries.

• Develop scalable solutions which can be leveraged across multiple customers.

• Develop new business venture ideas and oversee deployment through our incubation teams and go-to-market channel partners.

• Identify alternative fuels ecosystem partners to deliver integrated solutions.

• Collaborate with internal and external suppliers.

• Create commercial structures to deliver positive economic outcomes for Caterpillar and our ecosystem partners.

• Provide technical and commercial requirements for successful solution deployments.

• Evaluate, develop and manage participation in Hydrogen hubs or alternative fuel supply development.

• Market knowledge of fuels, or alternative fuels producers and suppliers

• Report directly to the Director of Business Development & Incubation

What you will have:

Bachelor’s degree in Business, Engineering or related discipline.

Customer Focus - Level Working Knowledge:

• Communicates the importance of customer needs/expectations and commits to resolving them.

• Delivers results, works independently, influences others (both internally and externally) and strong background in hydrogen, refining, or petrochemicals.

• Researches and verifies customer needs and expectations.

• Solicits customer satisfaction feedback and acts on improvement opportunities.

• Helps link organizational objectives to customer needs and expectations.

• Meets regularly with customers to understand their wants, needs and expectations.

Data Gathering & Analysis - Level Extensive Experience:

• 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.

Decision Making and Critical Thinking - Level Working Knowledge:

• Applies an assigned technique for critical thinking in a decision-making process.

• Identifies, obtains, and organizes relevant data and ideas.

• Participates in documenting data, ideas, players, stakeholders, and processes.

• Recognizes, clarifies, and prioritizes concerns.

• Assists in assessing risks, benefits and consideration of alternatives.

Effective Communications - Level Extensive Experience:

• Reviews others' writing or presentations and provides feedback and coaching. • 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.

Negotiating - Level Working Knowledge:

• Works to achieve win-win in negotiations, rather than taking a win-lose approach.

• Focuses on issues rather than personalities.

• Uses active listening and probing techniques to surface problems, issues, and interests.

• Demonstrates a willingness to examine own position.

• Presents own position and listens attentively to position of others.

Relationship Management - Level Extensive Experience:

• Communicates to clients regarding expectations of all parties.

• Participates in negotiating the terms of the business relationship.

• Conducts periodic reviews of work effort, progress, issues, and successes.

• Maintains productive, long-term relationships with clients or vendors.

• Creates opportunities to educate support teams on client priorities.

• Empowers others to establish collaborative, healthy relationships.

Strategic Thinking - Level Extensive Experience:

• 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.

Value Selling - Level Working Knowledge:

• Uses 'value selling' techniques to successfully engage customers.

• Researches the customer's industry and organization before attempting sales calls.

• Discusses issues and considerations regarding current 'value selling' practices and recommends potential improvements.

• Quantifies proposed costs, benefits and value in customer terms.

• Defines and documents value-added activities and their benefits to customers beyond the initial sales transaction.

Top Candidates Will Also Have:

• MBA

• Exceptional candidates will have experience launching fueling solutions (Build, Own,Operate from commercial and technologyperspective) plus overseeing deployment of fuel infrastructure and experience with project management such as working at an EPC. Understanding the economics of a solution. Regulatory knowledge of EU and US markets a plus.

Additional Information:

• Position may sit from one of the following locations Dallas, TX, Mossville, IL, Tucson, AZ, Griffin, GA, or Lafayette, IN .

• This position is likely to require up to 50% travel. (Domestic & International)

• Relocation assistanceISavailable for this position.

• VISA sponsorship is NOT available.

This Job Description is intended as a general guide to the job duties for this position and is intended for the purpose of establishing the specific salary grade. It is not designed to contain or be interpreted as an exhaustive summary of all responsibilities, duties and effort required of employees assigned to this job. At the discretion of management, this description may be changed at any time to address the evolving needs of the organization. It is expressly not intended to be a comprehensive list of “essential job functions” as that term is defined by the Americans with Disabilities Act.

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Summary Pay Range:

$153,000.00 - $229,440.00

Compensation and benefits offered may vary depending on multiple individualized factors, job level, market location, job-related knowledge, skills, individual performance and experience. Please note that salary is only one component of total compensation at Caterpillar.

Benefits:

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)

Disability benefits

Life Insurance

Parental leave

Healthy Lifestyle Programs

Employee Assistance Programs

Voluntary Benefits and Employee Discounts

Tuition Reimbursement

Career Development

*Subject to annual eligibility and incentive plan guidelines .

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:

December 18, 2024 - December 23, 2024

Any 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) .