Territory Sales Manager
Caterpillar Inc.
Date: 1 day ago
City: Dubai
Contract type: Full time
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.
About EPD
Caterpillar's Electric Power Division (EPD) offers integrated solutions, parts, and services to meet the needs of our various commercial and industrial electric power customers. EPD supports a wide range of customer applications across the globe, including providing back-up power to hospitals, providing emergency power when natural disasters strike, and supporting critical infrastructure for data centers, municipalities, and more. With a rich history of more than 95 years in the electric power business, our team has world-class expertise and a proven ability to adapt to changing demands. We’re committed to providing sustainable and reliable solutions to our customers. Join our team to help build a better, more sustainable world for future generations!
About LEPS
The Large Electric Power Solutions (LEPS) team is responsible for growing and supporting sales of 3500, C175 and 3600 diesel generator sets, G3500 and Mannheim-sourced gas generator sets, aftermarket services and hybrid. Customer segments we serve include Data Centers, Healthcare, Combined Heat and Power (CHP), Utilities, Biogas, Manufacturing and many others.
As a Sales Territory Manager, you will play a crucial role in growing sales of LEPS products and CVA at point of sales within the European & CIS region. You will be working in close collaboration with your assigned dealers to deliver on their targets and execute the Electric Power Division’s strategy in those dealers’ respective territories.
What You Will Do
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
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: Working Knowledge
Decision Making and Critical Thinking: Knowledge of the decision-making process and associated tools and techniques; ability to accurately analyse situations and reach productive decisions based on informed judgment.
Level: Extensive Experience
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 behaviours.
Level: Extensive Experience
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
Relationship Management: Knowledge of relationship management techniques; ability to establish and maintain healthy working relationships with clients, vendors, and peers.
Level: Extensive Experience
Business Development: Knowledge of business development tools, techniques and approaches; ability to explore and develop potential areas of business growth for the organization.
Level: Working Knowledge
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
Additional Information
This is an onsite role with a desired business travel commitment of up to 50%.
We value authenticity and encourage candidates to submit original, personally crafted responses throughout our hiring process. Use of AI-generated content may disadvantage your application.
What We Offer
From day one, you’re set up to thrive at Caterpillar: helpful training, relatable mentors, global experience, competitive salary package, work-life balance, and the growth opportunities you expect with a Fortune 100 company.
You power our success, and we are committed to empowering yours. After all, when your work can impact the entire world, it’s important to do work that matters.
Posting Dates
Caterpillar is an Equal Opportunity Employer.
Not ready to apply? Join our Talent Community.
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.
About EPD
Caterpillar's Electric Power Division (EPD) offers integrated solutions, parts, and services to meet the needs of our various commercial and industrial electric power customers. EPD supports a wide range of customer applications across the globe, including providing back-up power to hospitals, providing emergency power when natural disasters strike, and supporting critical infrastructure for data centers, municipalities, and more. With a rich history of more than 95 years in the electric power business, our team has world-class expertise and a proven ability to adapt to changing demands. We’re committed to providing sustainable and reliable solutions to our customers. Join our team to help build a better, more sustainable world for future generations!
About LEPS
The Large Electric Power Solutions (LEPS) team is responsible for growing and supporting sales of 3500, C175 and 3600 diesel generator sets, G3500 and Mannheim-sourced gas generator sets, aftermarket services and hybrid. Customer segments we serve include Data Centers, Healthcare, Combined Heat and Power (CHP), Utilities, Biogas, Manufacturing and many others.
As a Sales Territory Manager, you will play a crucial role in growing sales of LEPS products and CVA at point of sales within the European & CIS region. You will be working in close collaboration with your assigned dealers to deliver on their targets and execute the Electric Power Division’s strategy in those dealers’ respective territories.
What You Will Do
- Deliver the annual total sales business plan for the assigned dealer territories
- Manage sales variance to achieve enterprise price realization and support growth initiatives
- Deliver the CVA at point of sales business plan for the assigned dealer territory
- Develop dealer capabilities and market coverage with existing and new products
- Assist dealers in closing LEPS projects and growing PINS, while tracking projects by stage in CRM system
- Identify key accounts and influencers in each territory, and develop a plan with assigned dealers to best cover those accounts
- Participate in strategic projects such as Leadership Tables and Service Growth Plans for selected Dealers
- Apply commercial knowledge to package finance, availability, dealer capabilities, products and services in a complete customer solution to maximize differentiation/value
- Collaborate with factories and logistics to remove delivery roadblocks
- Ability to work autonomously, communicate effectively with dealer personnel, customers and others in the work group
- Strong customer focus
- Accountability & proactivity (takes ownership of dealer business and issues)
- Strong verbal and written English skills
- Acts with a sense of urgency
- Highly motivated and energetic
- Experience in sales & marketing
- Good Electric Power industry knowledge
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
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: Working Knowledge
Decision Making and Critical Thinking: Knowledge of the decision-making process and associated tools and techniques; ability to accurately analyse situations and reach productive decisions based on informed judgment.
Level: Extensive Experience
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 behaviours.
Level: Extensive Experience
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
Relationship Management: Knowledge of relationship management techniques; ability to establish and maintain healthy working relationships with clients, vendors, and peers.
Level: Extensive Experience
Business Development: Knowledge of business development tools, techniques and approaches; ability to explore and develop potential areas of business growth for the organization.
Level: Working Knowledge
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
Additional Information
This is an onsite role with a desired business travel commitment of up to 50%.
We value authenticity and encourage candidates to submit original, personally crafted responses throughout our hiring process. Use of AI-generated content may disadvantage your application.
What We Offer
From day one, you’re set up to thrive at Caterpillar: helpful training, relatable mentors, global experience, competitive salary package, work-life balance, and the growth opportunities you expect with a Fortune 100 company.
You power our success, and we are committed to empowering yours. After all, when your work can impact the entire world, it’s important to do work that matters.
Posting Dates
Caterpillar is an Equal Opportunity Employer.
Not ready to apply? Join our Talent Community.
How to apply
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