Sales Representative

Career Area:

Sales

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.

As a Sales Representative you will consult with dealers to market Caterpillar Building Construction Products and Services and assist in the development of dealer sales capability within the Central Europe District (Finland, Baltics, Switzerland – Avesco Group).

• Dealer Partnership & Business Planning – Collaborate with Avesco to market full range of company products, integrated solutions and services, develop and execute commercial strategies aligned with Caterpillar’s business objectives, and to strengthen sales capabilities.

• Business Growth – Meet/Exceed Business Plan Sales and Market Share targets for all machines, work tools and Customer Value Agreements at points of sale. Supporting dealers developing short term and long-term strategies to provide a strong value proposition for retail customers.

• Territory & Product Development – Support new product introductions, merchandising programs, and adoption of digital and aftermarket solutions.

• Commercial Leadership – Provide guidance and oversight on business model and act within the business process guidance on review and approval for variance programs and commercial actions. Supporting dealer and Caterpillar marketing teams to deliver tailor made campaigns to acquire new customers with low cost.

• Forecasting & Sales Strategy – Lead the planning and forecasting process, ensuring accuracy and alignment with territory dynamics. Assisting dealers on demand and supply management targeting to have optimal pipeline on ground to achieve business goals and to ensure alignment with territory dynamics.

• Performance Management – Conduct regular performance reviews with the dealer, identifying gaps, defining corrective actions, and driving continuous improvement.

• Safety & Compliance – Champion Caterpillar’s safety and ethics culture across all engagements.

Customer Focus: Working 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: Working 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: Working 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: Basic 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: Basic 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: Working knowledge of relationship management techniques; ability to establish and maintain healthy working relationships with clients, vendors, and peers.

Value Selling: Basic 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.

• Relevant degree or equivalent demonstrated work experience

• Knowledge of…