Commercial Director, Building Construction Products Division – Compact Equipment

Caterpillar•Cary, NC

1d•Onsite

About The Position

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. This is Caterpillar Are you passionate about solving problems for customers and driving impact? Caterpillar’s Building Construction Products (BCP) division has an opportunity to join our sales organization as a Commercial Director for compact equipment. This position is responsible for creating a product strategy, managing tradeshows and customer-facing product marketing content, and developing new products alongside engineering. If you’re looking for a leadership role with impact, this is a great role for you.

Requirements

Relationship Management: Proven ability to lead and influence cross-functional teams across a highly matrixed organization
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
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
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 Communication: Excellent communication, facilitation and relationship management skills with the ability to build trust and credibility at all levels of the organization
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
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

Nice To Haves

Familiarity with configuration tools and solution-based selling
Strong presentation skills with experience hosting workshops and demos
A track record of balancing multiple priorities and delivering results on time
Knowledge of Caterpillar’s go-to-market strategy and regional dealer network

Responsibilities

Identifying and analyzing organization's strengths and weaknesses and responding to customer pain points and needs for compact equipment
Lead a team of specialists who support field-based industry reps, product groups, and dealers in application training, job site studies, competitive testing and analysis, value analysis, and NPI launch training
Gathering customer requirements and setting direction for future product evolution.
Engage with customers to drive operational improvements
Lead development and execution of commercial strategy of assigned products and/or markets (SSL, CTL, HEXMC, HEXMI, CWL)
Partner with sales and marketing teams to design and execute successful product launches and promotional campaigns
Execute customer solution training strategy and tradeshow strategy by managing the company's presence at industry events, acting as a primary spokesperson and product expert