01Overview
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.Job Summary If you are looking for your next role to have a direct impact on the world, we have an excellent career opportunity for you to join Caterpillars Construction Industries Growth Regions team as a Product Application Specialist for Earthmoving products in Asia Pacific! In this role, you will provide technical and market support for Earthmoving products in regions. Additionally, you will support application and job studies, communicate product and market information to the Product Group, manage New Product Introduction (NPI) process and participate on the market strategy team.What You Will DoTrain the district and dealer Sales Representatives on product and application matters (product, services, applications value selling and relevant systems or software).Provide ongoing technical support to districts and dealers supporting the customers need for detailed technical/performance/application data give rise to dealer requests for assistance and with a customer first mentality.Prepare introduction plans for new products (NPI). Monitor progress on all elements of NPI and initiate corrective actions. Develop and maintain regional training activities in support of new product launches for your regions.Build and maintain up to date knowledge about competitive systems and machines and be able to promote Caterpillar value advantage to aid selling activities vs. each competitor.Act as a mentor for less experienced employees with respect to all facets of the role with particular emphasis on product service and application knowledge and Caterpillar systems knowledge.Be the primary conduit of technical information to and from the Product Group in support of key regional inputs and in development of business cases for the Unmet Customer Needs process.What You HaveCustomer 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.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.Communicates well downward, upward, and outward.Adapts documents and presentations for the intended audience.Relationship Management - Knowledge of relationship management techniques; ability to establish and maintain healthy working relationships with clients, vendors, and peers.Creates opportunities to educate support teams on client priorities.Empowers others to establish collaborative, healthy relationships.Technical Excellence extensive knowledge of assigned products and application.Mentors others to enhance their technical competence and its application to achieve more effective technical solutions.Provides effective solutions to moderate technical challenges through strong technical competence, effectively examining implications of events and issues.Advises others on the assessment and provision of all technical solutions.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.Assists in assessing risks, benefits and consideration of alternatives.Negotiation skills 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.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.Coaches others on the application of 'value selling' principles and practices.Delivers value-added services to customers beyond .
