SEM Sales & Aftermarket Services Representative

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.

Definition Manages dealers' relationships to market company products and services and assists in the development of dealer sales capability. Responsibilities •    Understanding of business model and acting within the business process guidance on review and approval for variance programs and commercial actions. •    Designing and assisting dealers on the forecast, sales/rental/used strategy planning, and sales techniques; supporting the rollout of new products. •    Performing regular sales performance reviews with dealers and ensuring implementation of corrective actions where needed. •    Presenting products or services for stakeholders, answering any customer questions, and addressing their needs.

Descriptors 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 to understand their wants, needs and expectations. 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:  •    Discusses industry-specific flagship products and services. •    Demonstrates current knowledge of the regulatory environment for industry segment. •    Describes the contribution of own function as it relates to the industry segment. •    Participates in major industry professional associations; subscribes to industry-specific publications. •    Currently works with a major industry segment and associated functions and features. 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 Working Knowledge:  •    Applies an assigned technique for critical thinking in a decision-making process. •    Identifies, obtains, and organizes relevant data and ideas. •    Participates in documenting data, ideas, players, stakeholders, and processes. •    Recognizes, clarifies, and prioritizes concerns. •    Assists in assessing risks, benefits and consideration of alternatives. 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 Basic Understanding:  •    Describes non-verbal behaviors that influence the interpretation of the message. •    Cites examples of effective and ineffective communications. •    Explains the importance of effective business communication. •    Speaks/writes using correct language, mechanics, and gestures. Negotiating: Knowledge of successful negotiation concepts and techniques; ability to