Sales Representative

Career Area:

Job Description:

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Job Description

Reporting to the Asia-Pacific MineStar Regional Sales Manager as the MineStar Regional Sales Representative for India, you will be responsible for achieving sales, working in conjunction with Cat Dealers and partners, as well as through direct interaction with the surface and underground mining customers within Caterpillar’s Technology MineStar Solutions group. You will be accountable for leading, generating, developing, quoting, negotiating and closing sales of the MineStar Solutions portfolio of products and services.

You will be accountable for owning, developing and maintaining a strong relationship with the Caterpillar Dealers in your assigned territory of India, whilst achieving high degrees of customer satisfaction. You will provide Voice of Customer (VOC) and Voice of Dealer (VOD) to other Mining Technology teams, including product certification, development, support, deployment, and application consulting teams.

You will also be responsible for analyzing the territory market opportunities and trends to assist in the development of the annual business plan, dealer growth and development plans, new markets development and marketing plans. You will work together with commercial support and product teams to develop commercial offers and programs. Additionally, you may be involved in trade and customer association events as well as other activities to assist in the execution of the product strategy.

To be successful, the Regional Representative will understand the value drivers for mining customers, for a variety of both with a particular focus on underground and surface mining applications, as well as profit streams throughout the customer and product/services lifecycle.

Job Duties:

o Understand mining customer buying behaviors and needs.

o Manage Dealers and mining customers in the assigned territory and achieve annual operating plan

o Regularly monitor and report accurately on progress and results through the use of Salesforce CRM online tool.

o Participate in monthly forecast review meeting.

o Analyze new markets, competition, and economic & industry trends within the assigned territory.

o Actively engage in business development and initiate product certification requests in new markets.

o Actively engage and carry out dealer development activities.

o Execute support and sales variance within pre-established budget and guidelines for territory.

o Conduct/participate in customer/dealer training events and application support from field and dealers.

o Execute commercial programs and campaigns within the territory, including the commercial aspects of technology hardware and software upgrades.

o Provide input, including Voice of Customer and Voice of Dealer, to Mining Technology teams to determine industry solutions and marketing strategy

o Establish and monitor policies and guidelines for the project to ensure specific, management goals are met and desired results are achieved.

Degree Requirement:

Bachelor’s Degree or equivalent in marketing, business, finance, information systems,
engineering, or relevant experience. 5+ years of industry experience, specific to mining technology also required

Top Candidate qualifications:

o Prior experience with and a deep knowledge of the MineStar technology portfolio

o Awareness of and involvement in the MineStar deployment and implementation phase

o Strong understanding of the Indian mining-market dynamics and environment

o Existing relationships with the India mining Dealers and Customers

o Self-starter, sound commercial and business judgment, analytical skills, leadership skills, and communication skills.

o Understanding of mining technology and the value created by the solutions in this space

o Dealer/Channel management experience.

o Business development experience (new markets).

o Project development experience.

o A well-developed perspective/understanding of mining customers' business needs.

o Understanding of Caterpillar Dealer organization, competitive merchandising programs, and mining operational value drivers.

o Ability to work independently in the field in a fast-paced environment.

Additional information

o The location for this position is Bangaluru, supporting the region of India.

o Technology support to the GTM Regional team will be required

o Relocation assistance, visa sponsorship or ISE positions are not available.

o This position will require up to 50% travel both domestically and internationally

Posting Dates:

Caterpillar is an Equal Opportunity Employer.

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