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.
About the Position: As a Market & Sales Operations Representative (MSOR), you are primarily responsible and accountable to drive services growth in partnership with our dealers with a focus on dealer marketing & sales excellence, digital excellence and to accelerate e-commerce adoption. This position will be based in Perth, Australia.
Key Responsibilities will include:
Developing industry, marketing and digital application knowledge as well as a strong understanding of the Caterpillar Dealer network. Advising dealers on marketing, sales and customer-related strategies, systems and processes. Coaching dealers in developing increased human performance capability such as identifying performance gap solutions. Drive strategic growth initiatives with District Manager to align with internal partners and dealers. Counsel dealers on strategy development and lead services growth plan governance. Aligning strategies of the dealer with Caterpillar Enterprise Strategy. Advising on existing and potential customer experience issues and improvement measures such as recommending ways to enhance market coverage and customer experience through training, technology enabled solutions, etc. Consulting with dealers on marketing and sales strategy planning including developing strategies and plans to improve dealer effectiveness and identifying potential opportunities for increasing sales. Consulting with dealers on process improvement methods and assisting with process evaluation. Assisting dealers in business planning and on effectiveness of meeting expected business results. As a dealer facing representative, you will collaborate with dealers to build capability, drive process improvement, and execute Market and Sales Operations related strategies. You will connect data to identify opportunities and develop solutions which support dealers in meeting customer needs.
Key Skills Required:
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. 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. 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 behaviours. 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. Problem Solving: Knowledge of approaches, tools, techniques for recognizing, anticipating, and resolving organizational, operational or process problems; ability to apply knowledge of problem solving appropriately to diverse situations. Relationship Management: Knowledge of relationship management techniques; ability to establish and maintain healthy working relationships with clients, vendors, and peers. Project Management: Knowledge of effective project management strategies and tactics; ability to plan, organize, monitor, and control projects, ensuring efficient utilization of technical and administrative resources to achieve project objectives. 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. Desired Skills and Experience:
Communication, collaboration and interpersonal skills. Change management and Project management and collaboration skills. Analytical skills to interpret and understand data to drive actions. Ability to work independently and influence others in a variety of work environments to build trust. A Bachelor's degree in Commerce, Marketing or related field is preferred. Previous work experience in sales, product support, market development and eCommerce would be beneficial. Must be willing to travel up to 30%.
Top Candidates will have:
Passion for marketing and driving customer loyalty and experience. High intellectual curiosity to learn, engage with people and build strong relationships. Caterpillar of Australia is not currently hiring foreign national applicants that require or will require sponsorship. Relocation is available for this position.
Posting Dates: December 5, 2024 - December 19, 2024
Caterpillar is an Equal Opportunity Employer (EEO).
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