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Career Area:

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.

WE BUILD WHAT MATTERS

What matters most to you? Is it being part of a strong team? Supporting your family? Solving global problems? You can do these and more at Caterpillar; where your work enables progress around the globe, and you contribute to meaningful work. Together, we can build what matters!

Job Summary:

The Electric Power Division has an exciting opportunity for a Switchgear Sales Representative. As a Switchgear Sales Representative, you will consult with Cat dealers to market Caterpillar Electric Power generator paralleling switchgear and Automatic Transfer Switch products and assist in the development of dealer sales capabilities. This is a field-based position from a Home Office in the Northwestern United States. This position is geared to an experienced individual contributor capable of remote work. Job duties are complex, challenging, and strategic in nature. This position is commission based and is responsible for direct customer relationships.

About EPD:

Caterpillar's Electric Power Division (EPD) offers integrated solutions, parts, and services to meet the needs of our various commercial and industrial electric power customers. EPD supports a wide range of customer applications across the globe, including providing back-up power to hospitals, providing emergency power when natural disasters strike, and supporting critical infrastructure for data centers, municipalities, and more. With a rich history of more than 95 years in the electric power business, our team has world-class expertise and a proven ability to adapt to changing demands. We’re committed to providing sustainable and reliable solutions to our customers. Join our team to help build a better, more sustainable world for future generations!

Degree Requirements:

• Knowledge of Power Generation Products including generator sets, paralleling switchgear, and automatic transfer switches.

• Strong communication, leadership, and relationship building skills.

• Demonstrated ability to work independently and on larger scale, more complex assignments.

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

• Prior customer facing experience.

• High level of initiative and ability to work with minimum supervision.

What you will do:

• Responsible for delivering sales revenue and profitability goals for the assigned territory in paralleling switchgear and automatic transfer switches. Initial territory to include the Northwestern United States (CA, OR, WA, ID, MT, WY, ND, SD)

• Act as a sales liaison among dealers, consulting engineers, customers, and other Caterpillar personnel. You should be very familiar with the company's products, processes, and systems. You will be performing complex analysis work, identifying, and resolving problems that are technical in nature. Challenges include specification interpretation, quote development, developing sequence of operations, configuring low/medium voltage switchgear, and solving power quality problems.

• Counseling dealers in developing increased human performance capability; providing guidance on existing and potential customer service issues; assisting on forecast, sales strategy planning and sales techniques; supporting rollout of new products; analyzing and communicating marketplace and competitive activity; analyzing product application, configuration and utilization that provide the best solution for a customer.

• Provide design assistance directly to key consulting engineers and end users with the goal of providing electrical system design, optimization, and value engineering expertise.

• Training consulting engineers, customers, and dealers on Caterpillar’s products and services as well as advances in technology in the generator controls and switchgear market.

What you will 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.

Level Working Knowledge:

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

• 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.

Industry Knowledge: Knowledge of the organization's industry group, trends, directions, major issues, regulatory considerations, and trendsetters; ability to apply industry knowledge appropriately to diverse situations.

Level Working Knowledge:

• Knowledge of Power Generation Products including generator sets, paralleling switchgear, and automatic transfer switches.

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.

Level Working Knowledge:

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

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

• Recognizes, clarifies, and prioritizes concerns.

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.

Level Working Knowledge:

• Strong communication, leadership, and relationship building skills.

• Listens to feedback without defensiveness and uses it for own communication effectiveness.

• Makes oral presentations and writes reports needed for own work.

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.

Level Working Knowledge:

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

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

Relationship Management: Knowledge of relationship management techniques; ability to establish and maintain healthy working relationships with clients, vendors, and peers.

Level Working Knowledge:

• Provides prompt and effective responses to client requests and interactions.

• Works with clients to address critical issues and resolve major problems.

Business Development: Knowledge of business development tools, techniques, and approaches; ability to explore and develop potential areas of business growth for the organization.

Level Basic Understanding:

• Describes the main technologies and tools used in similar or competing products or services.

• Identifies potential markets for the organization's products or services.

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.

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.

Additional Information:

• Relocation may be considered for this position, if not within assigned territory already.

• Visa sponsorship is not offered for this position.

• Domestic & International travel up to 70% is required.

Employee Benefit Details:

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 (prorated based upon hire date).

Final Details:

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

#LI

Summary Pay Range:

$108,360.00 - $162,480.00

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:

June 25, 2024 - July 1, 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) .

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.