Manager Sales (RX54)

Career Area:

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.

Caterpillar Motoren has an opportunity as a Sales Manager. The Sales Manager will lead a team comprised of Sales managers and project managers to achieve goals to drive increased customer loyalty, address critical customer needs, manage the CM dealer network and project management of new solutions sold to customers.

What you will do:

· Deliver business plan and customer targets for the Caterpillar Motoren aftermarket business both direct and through Dealers for all segments Marine EP and O&G.

· Develop sales and marketing plan(s), manage programs to achieve business plan targets for Caterpillar products and services.

· Ensuring customer satisfaction through management of commercial issues, customer goals and project management performance.

· Leading the selling opportunities identification, customer satisfaction improvement and business relationship enhancement.

· Constantly monitor and adapt the dealer distribution strategy and performance through regular meetings to enable a consistent global customer experience with products and services.

What you will 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 Working Knowledge:

· Communicates the importance of customer needs/expectations and commits to resolving them.

· Researches and verifies customer needs and expectations.

· Solicits customer satisfaction feedback and acts on improvement opportunities.

· Helps link organizational objectives to customer needs and expectations.

· Meets regularly with customers and Dealers to understand their wants, needs and expectations.

Industry Knowledge: Knowledge of the Medium Speed aftermarket market’s, trends, directions, major issues, regulatory considerations, and trendsetters; ability to apply industry knowledge appropriately to diverse situations.
Level Extensive Experience:

· Educates others in the organization in terms of the industry.

· Compares and contrasts the latest developments and emerging issues in the industries.

· Raises coworkers' awareness of Medium Speed standards, practices and guidelines.

· Assesses how regulatory and reporting requirements apply to the 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.

· Anticipates special issues and considerations for effective decision-making during a crisis.

· 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 Working Knowledge:

· Delivers helpful feedback that focuses on behaviors without offending the recipient.

· Listens to feedback without defensiveness and uses it for own communication effectiveness.

· Makes oral presentations and writes reports needed for own work.

· Avoids technical jargon when inappropriate.

· Looks for and considers non-verbal cues from individuals and groups.

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 Working Knowledge:

· Works to achieve win-win in negotiations, rather than taking a win-lose approach.

· Focuses on issues rather than personalities.

· Uses active listening and probing techniques to surface problems, issues, and interests.

· Demonstrates a willingness to examine own position.

· Presents own position and listens attentively to position of others.

· Negotiates complex matters involving multiple parties.

· Leads complex, high-impact or volatile negotiations involving high business risks.

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.

· Leads 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.

Top Candidates will also have:

· Extensive aftermarket and business leadership experience

· Understanding of Caterpillar’s distribution strategy and supporting product support processes

· Strong understanding of the medium speed engine market and the unique operational requirements with Marine EP and O&G segments

· Fluency in English and German

Additional Information:

· This position is located in Kiel Germany (Possibility for some time to be spent in Hamburg office)

· Domestic travel & international travel is required: 25 to 40%

· Visa sponsorship is not offered for this position.

· This position requires the candidate to work a 5-day-a-week schedule in the office.

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Posting Dates:

Caterpillar is an Equal Opportunity Employer. Qualified applicants of any age are encouraged to apply

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