Job Description:
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 Caterpillar Medium Speed Engines
For decades, Caterpillar and MaK has been a manufacturer of premium medium-speed marine, oil & gas and electric power engines and generator sets. Worldwide, our engines are in operation for customers who rely on their reliability. The Caterpillar and MaK product line features marine diesel, gas and dual fuel engines used in a wide variety of marine, oil & gas and electric power applications. Caterpillar and MaK offers exceptionally engineered and innovative products, components, and services. The engines also provide unparalleled "anytime, anywhere" product support to ensure confidence and peace of mind for customers by ensuring maximum uptime and productivity. And with our worldwide dealer network with in-house stock of spare parts, we guarantee a fast service and a high availability for our customers. Moreover, our after-sales service offers not only high-quality spare parts, but also a wide range of retrofit options to help our customers make their business more efficient and prepare for a sustainable future.
Job Description:
Following the new Medium-Speed Engines (MSE) strategy there is an exciting opportunity for a Senior Sales Representative to join the MaK Americas team. The representative will have the responsibility to own specific customer relationships, drive sales, ensure customer satisfaction and shape sales strategy.
Job Responsibilities and duties may include but not limited to:
- Responsibility for end-to-end aftersales management of assigned customer accounts. Be the focal contact point for customers on everything to do with aftersales.
- Develop close business relationships with customers that add value to the customer and provide the level of overall support, product knowledge, and technical expertise that a customer expects. Become a trusted supporting resource to the customer.
- Responsibility for working with customers in advance to identify scheduled maintenance opportunities including tracking engine operating hours and dry dock schedule.
- Work with and guide customers with advance planning of scheduled maintenance and overhauling to ensure that the customer understands and is aware of MaK maintenance and overhauling guidelines and requirements. Utilize service exchange programs.
- Identify and launch Customer Value Agreements with selected customers.
- Ensure that parts and service quotations are prepared and submitted to customers in the required time frame and in accordance with customer requirements.
- Utilize standard scheduled maintenance parts list templates, as well as standard service job routines.
- Account Receivables. Follow up with customers on overdue payments, manage sensitive commercial situations.
- Compliance. Responsibility for screening all customer direct enquiries received including, vessels, company, individuals prior to providing any support, information, or quotations.
- Regular use of CAT TRIDENT system to identify vessel movements. Identify opportunities and identify requirements to win back the customers business. Responsibility for leading initial customer commercial negotiations for parts and service by following company policies.
- Identify and track assigned customer engine population, submit changes to AX ERP system CRM module.
- Circulate service letters and bulletins, and parts grams to customers.
- Promote engine upgrade solution sales, identify opportunities, and proactively work on securing a sale.
- Follow up with internal and external customers during maintenance, overhauling, repair, upgrading, and troubleshooting jobs to ensure that the job goes smoothly to the customers satisfaction.
- Support warranty claims and be the focal point of contact with the customer.
- Provide upfront level 1 technical support to customers on immediate and fast-track basis. Escalates to higher level of technical expertise when necessary. Follow up with customer to ensure that sufficient level of technical support has been provided.
- Has high level of knowledge and experience with MaK HOST parts identification, parts technical information etc. Able to identify correct MaK parts for a given engine serial number and able to provide customers with accurate information (Training will be given).
- Arrange and participate in customer service and technical training classes and seminars. Present training to customers on parts identification, engine updates, understanding MaK scheduled maintenance intervals and job routines, and best maintenance practices.
- Arrange and conduct regular customer visits. This includes traveling overseas and locally based customers.
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.
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.
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:
- A bachelor's degree, preferably in Engineering, Business, or Marketing, from an accredited college or university. Equivalent experience relevant to the role will be considered in lieu of a degree
- Extensive prior reciprocating engine experience and customer engagement through orders and deliveries
- Understanding and experience of Contracts and negotiation of same to facilitate business success.
- Knowledge of Marine, Oil & Gas and Electric Power business preferably with medium speed large engines through Dealer, Agency, or Direct sales
- Demonstrated ability to work independently and lead on larger scale, more complex topics / projects.
- Ability to influence and lead others in the work group.
- Must be able to deal with sensitive issues.
- The ability and willingness to travel.
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:
- Competitive salary and annual bonus program
- Medical, dental, and vision coverage
- Paid time off plan (Vacation, Holiday, Volunteer, Etc.)
- Company-matched 401(k) plan
- Health savings account (HSA)
- Flexible spending accounts (FSAs)
- Short and long-term disability coverage
- Life Insurance
- Paid parental leave
- Healthy Lifestyle Programs
- Employee Assistance Programs
- Voluntary Benefits (Ex. Accident, Identity Theft Protection)
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 .
EEO/AA Employer. All qualified individuals - including minorities, females, veterans and individuals with disabilities - are encouraged to apply
Posting Dates:
May 3, 2024 - May 17, 2024
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 .
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