Senior Sales Support Consultant

Career Area:

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.

Join our dynamic team as a Senior Sales Support Consultant in Global Construction Infrastructure (GCI) Division. In this role, you will support and drive achievement of the business plan by monitoring the business and generating recommendations that contribute to both the short-term and long-term initiatives of these plans for the Excavator Product Lines in Australia, New Zealand, Pacific Islands, Asia and Indonesia regions.

What You Will Do

• Collaborating and consulting with the product groups and the Global Construction Infrastructure (GCI) Sales Teams in developing and implementing customer solutions designed to maximize product offering and grow PINS for each product family and region.

• Resolving issues related the overall commercial performance in the territory; Overseeing PINS trends, demand fluctuations, and customer requirements.

• Developing new prospects, establishing customers, and finding opportunity to introduce an organization's products to the 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.
• Facilitates creation of the 'right' products and services to resolve customer business issues.
• Fosters strong customer relationships via delivery on commitments, open communication, and on-going feedback/improvement.
• Advises others on creating customer focused environments in various scenarios.
• Anticipates customer needs, focusing efforts to proactively meet needs and exceed customer 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.
• Discusses industry-specific flagship products and services.
• Currently works with a major industry segment and associated functions and features.

Decision Making and Critical Thinking: Knowledge of the decision-making process and associated tools and techniques; ability to accurately analyse situations and reach productive decisions based on informed judgment.
• Differentiates assumptions, perspectives, and historical frameworks.
• Evaluates past decisions for insights to improve decision-making process.
• Assesses and validates decision options and points and predicts their potential impact.
• Advises others in analyzing and synthesizing relevant data and assessing alternatives.
• Ensures that assumptions and received wisdom are objectively analyzed in decisions.

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.
• Adapts documents and presentations for the intended audience.
• Demonstrates both empathy and assertiveness when communicating a need or defending a position.
• Employs appropriate methods of persuasion when soliciting agreement.
• Maintains focus on the topic at hand.

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

Relationship Management: Knowledge of relationship management techniques; ability to establish and maintain healthy working relationships with clients, vendors, and peers.
• Communicates to clients regarding expectations of all parties.
• Conducts periodic reviews of work effort, progress, issues, and successes.
• Creates opportunities to educate support teams on priorities.

Business Development: Knowledge of business development tools, techniques and approaches; ability to explore and develop potential areas of business growth for the organization.
• Summarizes the stages of the business development lifecycle.
• Assists in developing new geographical areas for the organization's products or services.
• Implements common business development incentive programs.
• Assists in creating an incentive plan to encourage new business growth and development.
• Researches approaches for exploring new business opportunities.

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.
• Discusses issues and considerations regarding current 'value selling' practices and recommends potential improvements.
• Quantifies proposed costs, benefits and value in customer terms for the available offering.

Additional Information

• This position is advertised in multiple countries to attract the best-fit candidate.

• Business travel required - approximately 20%.

• International Assignment is not available.

• Caterpillar is not currently hiring individuals for this position who now or in the future require sponsorship for employment visa status; however, as a global company, Caterpillar offers many job opportunities outside of Singapore which can be found through our employment website at .

How We Support You (Employee Benefits):

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 day one benefits along with the potential of a variable bonus. Additional benefits include paid annual leave, flexi leave, medical and insurance. (prorated based upon hire date).

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.

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Posting Dates:

Caterpillar is an Equal Opportunity Employer (EEO).

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