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Territory Sales Manager - Houston Texas
Company: Caterpillar Financial Services Corporation
Location: Houston, Texas
Posted On: 01/15/2025
Career Area: SalesJob 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.WE BUILD WHAT MATTERSCaterpillar's Oil and Gas division provides superior products and service solutions to make our customers more efficient and lower total cost of ownership. Globally, we deliver engineered oilfield and drilling equipment repair and certification, mechanical and rotating equipment repairs and upgrades, rapid prototyping of spare parts, robust asset management, operation and maintenance, and field engineering services. We offer a wide range of career opportunities across a variety of technical and business roles in engineering and service locations worldwide. Join our team and help build engineering solutions that change the industry.This role oversees and coordinates all engine sales, parts sales, and various service solution programs for dealers in their assigned territory.Job Duties/Responsibilities may include, but are not limited to: - Following organizational policies and procedures and maintaining clear and direct line of communication within the organization to meet dealer and customer requirements.
- Consult with dealers and internal business partners on the subject of sales and service support of product to customers.
- Informing dealer of shipping date, anticipated delays and any additional information needed by the customer.
- Working directly with dealers and shipyards to collect information, sell additional products and services to current customers, and ensure customers' needs are met.What You Have - Skills, Knowledge, & Experiences: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.
- 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.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.
- 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.
- 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.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.
- Ensures negotiators have awareness of complementary yet diverse interests.
- Successfully completes significant negotiations, both internal and external.
- Details the risks of negotiation breakdown from each party's perspective.
- Protects own position, while demonstrating willingness to achieve win-win.
- Identifies similarities and differences in position and assesses impact on discussions.
- Detects and addresses lack of progress or a stalemate.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.
- Participates in negotiating the terms of the business relationship.
- Conducts periodic reviews of work effort, progress, issues, and successes.
- Maintains productive, long-term relationships with clients or vendors.
- Creates opportunities to educate support teams on client priorities.
- Empowers others to establish collaborative, healthy relationships.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.
- Acquires and retains customers in multiple settings using 'value selling' techniques.
- Coaches others on the application of 'value selling' principles and practices.
- Delivers value-added services to customers beyond delivery of a purchased product, technology or service consistently.
- Qualifies sales prospects based on a clear understanding of customer business needs and the service company's determined ability to meet those needs.
- Solicits feedback from the customer community as a valued service provider.
- Teaches and coaches 'value selling' to others within the organization.Additional Information:
- Relocation assistance to Houston, TX. is available.
- 50-70% travel.What You Will Get: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 a salary. Because we value your performance, we offer a total rewards package that provides day-one benefits, including but not limited to:
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