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 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!

　　Role Definition

　　Electric Power has an exciting opportunity for a Sales Representative for our large electric power, responsible for new and aftermarket sales. This role is responsible for products of gas gensets 500kW and up and diesel gensets 1500kW and up. You will develop relationships with our dealers, customers and internal partners. Driving results through great communication, accountability and responsiveness!

　　Responsibilities

　　• Creating long term strategic growth plans with dealers and customers

　　• Creating growth plans, improving customer relationships and growing sales with key customers for the aftermarket and new sales

　　• Performing regular sales performance reviews with dealers and ensuring implementation of corrective actions where needed.

　　• Presenting products or services for stakeholders, answering any customer questions, and addressing their needs.

　　Skill Descriptors

　　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.

　　• 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.

　　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:

　　• Discusses industry-specific flagship products and services.

　　• Demonstrates current knowledge of the regulatory environment for industry segment.

　　• Describes the contribution of own function as it relates to the industry segment.

　　• Participates in major industry professional associations; subscribes to industry-specific publications.

　　• 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 analyze situations and reach productive decisions based on informed judgment.

　　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: 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 Basic Understanding:

　　• Describes non-verbal behaviors that influence the interpretation of the message.

　　• Cites examples of effective and ineffective communications.

　　• Explains the importance of effective business communication.

　　• Speaks/writes using correct language, mechanics, and gestures.

　　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 Basic Understanding:

　　• Describes qualities of effective and ineffective negotiations.

　　• Explains the basic concepts of negotiating.

　　• Accesses organizational policies and practices for negotiating.

　　• Utilizes techniques for establishing rapport and building trust.

　　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.

　　• Monitors client satisfaction levels on a regular basis.

　　• Alerts own team to problems in client satisfaction.

　　• Differentiates the roles and responsibilities in a business relationship.

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

　　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 Basic Understanding:

　　• Presents product, technology or service costs and benefits in reaction to prospect or customer requests.

　　• Describes general concepts, practices and benefits of value-based versus product selling.

　　• Documents proposed product/service solutions to be presented to potential customers.

　　• Pursues additional 'value selling' education or training to enhance traditional sales practices.

　　Location

　　Dallas, TX

　　Additional locations on the West Coast Region will be considered.

　　Summary Pay Range:

　　$95,640 to $119,520

　　Our goal at Caterpillar is for you to have a rewarding career. 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.

　　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.

　　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.