Commercial Manager

Caterpillar•Peoria, IL

6d•Onsite

About The Position

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. The key role of this individual contributor position is to gain Total Contract Value (TCV) and embed the Job Site Solutions (JSS) business model with our dealer partners contributing to incremental Machine, Parts, and Services Sales for the greater Caterpillar enterprise and Dealer Network. The industry focus includes Mining, Quarry, Waste, Industrial, and related applications. The region focus in in the Eastern half of the US and reports to the JSS Eastern Region Manager. During the first 6 months you will focus on: Engaging key Dealers through relationship skills and corporate platforms. Identifying new customer prospects with each of the dealers in your area of responsibility and developing those prospects into opportunities. Alignment with Cat Dealer and internal partners (Cat Financial, Region teams) on targeted accounts. Annual work-related activities to accomplish TCV and SMART goals include: Negotiating and closing Job Site Solutions contracts with customers and dealers. Growing a profitable customer portfolio. Maintaining and nurturing existing customer relationships within current contracts and accounts. Designing appropriate solutions proposals to generate positive customer outcomes and improve their bottom line. Completing or supporting in-depth machine application and commercial assessments of the customer's site and business operations. Working with Cat Dealers and internal Caterpillar business partners (i.e. product groups, Sales Support team) to spec and price the equipment for fleets in support of solution design.

Requirements

Customer Focus: Direct field experience working with Caterpillar Dealers and Customers.
Industry Knowledge: Experience in the Mining, Quarry or Aggregate Industry.
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: Sales and Negotiation Experience with Customers.
Relationship Management: Knowledge of relationship management techniques; ability to establish and maintain healthy working relationships with clients, vendors, and peers.
Account Management: Knowledge of account management; ability to manage day-to-day activities, providing services and support to existing clients.
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

Bachelor's degree.
Commercial familiarity with the JSS business model.

Responsibilities

Negotiating and closing Job Site Solutions contracts with customers and dealers.
Growing a profitable customer portfolio.
Maintaining and nurturing existing customer relationships within current contracts and accounts.
Designing appropriate solutions proposals to generate positive customer outcomes and improve their bottom line.
Completing or supporting in-depth machine application and commercial assessments of the customer's site and business operations.
Working with Cat Dealers and internal Caterpillar business partners (i.e. product groups, Sales Support team) to spec and price the equipment for fleets in support of solution design.