Industry Rep

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.

JOB PURPOSE:

The Industry Representative will have responsibility for the development of sales volumes and revenue, maximization of profit margins and OPACC, and achievement of high overall satisfaction levels of assigned Dealers, their customers and prospects. This role will also provide pre sales support and assistance to dealer sales teams, and promote CAT Retail Electric Power Solution (REPS) products and solutions to prospective customers

JOB DUTIES:

Dealer Management

• Develop and deliver Growth plans to maximize the PINs with each Dealer.

• Develop relations with key decision makers at the Dealers and key customers to understand their long-term growth plans

• Present CAT REPS products to prospective customers

• Routinely monitor customer activities with the Dealers. Focus on:

  • Maintaining current business

  • Growing new business

  • Delivery performance

  • Sales Forecast

  • Participation rate, Conversation rate, sales to users, inventory reporting

• Facilitate or participate in, and follow through, the resolution of issues in all aspects of the dealer relationship

  • Administering branding arrangements

  • Administering merchandising agreements

• Co-ordinate the Applications engineering, product support, product development, DAT and Services Growth Plan activities with each dealer in the portfolio.

Sales Development / Growth

• Participate in and contribute to all sales activities, from identification of opportunities to development of the product offering with product group.

• Develop and present commercial proposals.

• Develop growth strategies with assigned Dealers. Analyse the assigned market forces and participants in the assigned area, develop and implement action plans to target and break through identified key / priority customers. (Conquest Accounts)

• Participate as required in Sales promotional activities (Trade Shows, Hospitalities, etc).

Sales Processes

• Input the Dealers forecasts and long-term plans. Maintain forecast accuracy at target levels.

• Administer and approve dealer SPAR (price support) requests within approved limits

• Develop Continuous Improvement activities, both internally and with the customer. Propose improvement activities - participation in projects as required.

• Work closely with the Product/NPI Team for the establishment of Product Objectives

• Take part as required in the development and / or improvement of sales processes and sales tools (order administration, project management, invoicing and etc).

• Work with Marketing group on customer & competitors database

• Ensure sales activities adhere to company business ethics and compliance standards

BACKGROUND/EXPERIENCE:

• Graduate in Engineering with at least at least 3-5 years of experience in sales of technical products in a medium to large organisations and Knowledge of diesel engines electric power generation applications will be an added advantage.

• Candidate should have a broad business background with excellent communication skills at all level, including command of English language. Knowledge of Bahasa Indonesia will be an added advantage

• Technical or Commercial / Account Management training.

• Prior account Management or Dealer (customers) facing role experience.

• Would normally have experience in more than 1 customer facing discipline.

• Intermediate negotiating skills.

• Exhibit strong Teamwork spirit

• Strong decision maker.

• Ability to work independently.

• Growth Mindset

Successful applicants will be required to travel regularly within their assigned territory (estimate 50%).

Additional information: This job required 5days working from office.

Posting Dates:

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

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