Manager Commercial
Caterpillar

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.

Your Work Shapes the World

Whether it be groundbreaking products, best-in-class solutions, or creating a lifelong career, you can do the work that matters at Caterpillar. With a 95-year legacy of quality and innovation and 150 locations in countries around the world, your impact spans the globe. When you join Caterpillar, you are joining a team of makers, innovators, and doers. We are the people who roll up our sleeves and do the work to build a better world. We don't just talk about progress and innovation. We make it happen. And we are proud of that because it helps our customers build and power our world - the roads, hospitals, homes, and infrastructure. Without a dedicated workforce, Caterpillar could not effectively meet our customer's needs. Join us.

It's More Than a Job, it's a Career - YouTube

As a Battery Electric Vehicle Pilot Commercial Manager at Caterpillar, you will lead, design, and sell a commercial solution for Battery Electric Vehicle Pilots across all global regions to achieve sales targets and ensure the financial viability and profitability of the business. This position provides strategic, commercial, and solution design leadership throughout the creation, negotiation, and closing of customer proposals. The role is also responsible for creating the new services, funding, and business models required to implement the battery electric pilot units directly with external customers, as well as capture and communicate internally the pilot results. The incumbent consults, collaborates and transacts with a very broad client base of senior executives from customers, dealers, third party providers and Caterpillar Divisions, such as Marketing Companies, Product Groups, Product Support and Financial Products. The incumbent also manages both Caterpillar and dealer communications and engagement for solutions commercial models.

What you will do:

• Collaborate with account managers and Cat Dealers to identify quality opportunities.
• Complete in-depth machine application and commercial assessments of the customer's site and business operations.
• Design customized/optimized commercial solutions for individual customer sites.
• Engage with internal business partners to utilize, adjust and/or create business structures, funding models and risk management provisions to facilitate customer and dealer contracts.

• Engaging Dealers through relationship skills and corporate platforms.

• Negotiate and close contracts with customers and dealers.
• Maintaining and nurturing existing customer relationships within current contracts.

What skills will you have:

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.

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.
Level Extensive Experience:
• Educates others on own organization in terms of the industry - its market position, niche (if any), etc..
• Compares and contrasts the latest developments and emerging issues in the industry.
• Raises coworkers' awareness of industry standards, practices and guidelines.
• Assesses how regulatory and reporting requirements apply to own organization.
• Explains the development of industry segments - trends, consequences, key issues.
• Discusses industry-specific cycles and associated considerations.

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.

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.
Level Extensive Experience:
• Reviews others' writing or presentations and provides feedback and coaching.
• Adapts documents and presentations for the intended audience.
• Demonstrates both empathy and assertiveness when communicating a need or defending a position.
• Communicates well downward, upward, and outward.
• Employs appropriate methods of persuasion when soliciting agreement.
• Maintains focus on the topic at hand.

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.
Level Extensive Experience:
• 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.
Level Extensive Experience:
• 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.

Business Development: Knowledge of business development tools, techniques and approaches; ability to explore and develop potential areas of business growth for the organization.
Level Extensive Experience:
• Teaches others about a variety of tools and techniques for evaluating market potential.
• Develops standard processes to maximize business efficiency and effectiveness.
• Coaches others on the design and implementation of campaigns to present products to new markets.
• Develops strategies to present new business ideas to small and large perspective business partners.
• Analyzes alternative business development approaches and strategies.
• Designs common and industry-specific benchmarks for business development.

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.
Level Extensive Experience:
• 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.

Degree and Experience Requirement:

• Bachelor's degree
• 5+ years of experience in a services organization, including sales and execution
• 4+ years of Product group experience
• 6+ years' experience executing with dealers

Top Candidates will also have:

• An entrepreneurial skill set with several years of successfully implementing organizational-impacting and results-focused projects
• Expertise to work with C-Suite executives and with all functional areas within Caterpillar to help identify and capitalize on growth opportunities
• Deep experience working with Caterpillar dealers, understanding of company policies and procedures, and experience working at/across the enterprise level
• Expertise in Caterpillar's product organizations including field follow and product problem management
• Battery Electric Vehicle experience

Additional information:

Primary location: Tucson, AZ, or Peoria, IL. Locations near a Caterpillar office/facility will be considered.

This position will require 75 % travel.

Sponsorship is not available.

Relocation assistance is not available for this position.

For more information, visit caterpillar.com. To connect with us on social media, visit caterpillar.com/social-media

Employee benefit details

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 benefits on day one (medical, dental, vision, RX, and 401K) along with the potential of an annual bonus.

Additional benefits include paid vacation days and paid holidays (prorated based upon hire date).

Final details

Please frequently check the email associated with your application, including the junk/spam folder, as this is the primary correspondence method. If you wish to know the status of your application - please use the candidate log-in on our career website as it will reflect any updates to your status.

Posting Dates:
March 22, 2024 - March 31, 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.

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