Senior Sales Representative

hace 4 semanas

Federal, México Caterpillar A tiempo completo

**Career Area**:
Sales

**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.

**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.

**Role Definition**

Drive revenue and growth for the Construction Industries aftermarket services business for Caterpillar dealers in the assigned territory. Define and communicate targets and follow established sales processes focused on the end customer, in collaboration with the dealers. Perform regular sales performance reviews with dealers and ensure implementation of corrective actions where needed. Provide leadership, guidance and counsel to optimize dealer sales through process improvements, in addition to leveraging opportunity management systems and processes to Caterpillar’s benefit, while recognizing and respecting the independence of the dealer.

**Responsibilities**:

- Deliver aftermarket services sales targets in assigned territory and dealers;
- Develop and implement aftermarket services growth plan for the Core segment, in collaboration with dealer;
- Develop marketing campaigns and events to drive aftermarket sales, specific to each region, to maximize sales results;
- Seek understanding, document and communicate internally on customer requirements, business models, competitive landscape and other market intelligence to ensure product groups and other entities are aware of product & customer needs;
- Optimize parts sales variance utilization within assigned budget to drive incremental top line revenue and deliver business plan;
- Conduct regular sales performance reviews with dealers and ensure implementation of corrective actions where needed;
- Champion and influence change related to Caterpillar parts & service support strategies, products, and services;
- Partner with & influence internal business partners to ensure general customer needs are met for an effective relationship;
- Train dealers on strategy, discuss sales funnel and identifying ways to improve results.

**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 Extensive Experience:

- 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.
- Measures and observes customer satisfaction levels to ascertain and implement service improvement alternatives.
- Communicates and models the criticality of customer focus as an organizational strategy.

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 Extensive Experience:

- 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.
- Uses effective decision-making approaches such as consultative, command, or consensus.
- Ensures that assumptions and received wisdom are objectively analyzed in decisions.

Level Extensive Experience:

- Reviews others' writing or presentat

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