Growth Sales Director

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.

Caterpillar's Building Construction Products (BCP) division has an opportunity to join our sales organization as a Sales Director for small and compact equipment. This supervisory role oversees a team of more than 10 staff, covering Caterpillar dealers in China and South Korea.
 

Role Summary: Leads a team typically comprised of sales and product support field personnel to achieve business goals, focusing on customer back solutions throughout the designated industry. Support dealers in the development and implementation of programs and processes to grow machine sales, attachments sales, parts and service, and CVA sales for BCP equipment. Increase share of industry customer spend on Caterpillar products and services and drive increased customer loyalty.

Responsibilities

•    Deliver business plan sales and market share targets for the company products in a given industry segment or market.

•    Develop and execute go to market strategies to achieve business plan targets for company products and services.

•    Know your customers: Develop deep knowledge of Small Contractors (known & unknown) for the given industry segment, including key segments, pain points and unmet customer needs.  

•    Ensure customer satisfaction through management of product and commercial issues; Oversee service goodwill spending on all products within the industry segment.

•    Lead the selling opportunities identification, customer satisfaction improvement and business relationship enhancement.

Skill Descriptors
Growth Mindset: Demonstrate enhanced adaptability, increased innovation, and persistence in the face of challenges.

Customer Focus: Develop deep knowledge of customers (including unknown segments), to identify unmet needs and drive growth.
 

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

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 behaviors.
 

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.
 

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

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

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.
 

Top Candidates Will Also Have:

•    Mandarin and English language proficiency 
 

Location & Travel

•    Work location: Shanghai or Beijing, China 

•    Travel is 50%+ within territory
 

Posting Dates:

Caterpillar is an Equal Opportunity Employer.  Qualified applicants of any age are encouraged to apply

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