Sales Manager - Latin America

Caterpillar Inc.•Houston, TX

6d•$147,760 - $221,640•Onsite

About The Position

The Marine Sales Manager oversees and coordinates all sales and customer activities for Caterpillar Latin America Marine Dealers. This role is responsible for delivering business plan sales targets for engines, parts, and services through the dealer for Marine customers. The manager will develop sales and merchandising plans to achieve business plan targets and deliver an enhanced customer experience. This role involves leading a team of sales representatives focused on understanding customer challenges and identifying value solutions. Embracing technology and digital tools to support customers is also a key aspect of this position.

Requirements

Extensive progressive career in the commercial space involving dealer or customer facing roles and progressively growing responsibilities
Experience leading change initiatives and driving adoption of new behaviors, processes, tools, or solutions
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.
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

Strong understanding of customer needs and the ability to translate those needs into practical business solutions that deliver value-added services to customers beyond delivery of a purchased product, technology or service.
Extensive Industry knowledge including trends, major issues, regulatory considerations
Strong communication, relationship-building, and problem-solving skills.
Strong decision making and critical thinking skills
Ability to negotiate successfully across the organization and with partners in a constructive and collaborative manner
Business development: ability to support business growth and development while improving customer outcomes
Formal team leadership experience including remote management

Responsibilities

Deliver business plan sales targets for engines, parts, and services through the dealer for Marine customers.
Develop sales and manage merchandising plans to achieve business plan targets and deliver an enhanced customer experience.
Leading a team of sales reps, with responsibility for engines, parts, and services, who focus on understanding the toughest customer challenges and identify potential value solutions to address those needs.
Leading the selling opportunities identification, customer satisfaction improvement and business relationship enhancement.
Embrace technology and Digital to support customers’ needs and be the advanced technology leader in the industry.