Territory Sales Manager

hace 7 días

Santiago, Metropolitana, Chile Caterpillar A tiempo completo

Job Summary:

As a Territory Sales Manager at Caterpillar, you will be responsible for managing dealers' relationships to market company products and services, and assisting in the development of dealer sales capability.

Key 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.

Requirements:

  • 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.
  • 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.
  • 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.
  • 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.
  • 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.
  • Relationship Management: Knowledge of relationship management techniques; ability to establish and maintain healthy working relationships with clients, vendors, and peers.
  • Account Management: Knowledge of account management; ability to manage day-to-day activities, providing services and support to existing clients.
  • 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.

Education/Experience:

Bachelor Degree, preferably in Commercial engineering or equivalent degree desired. English Intermediate. 100% travel availability.

Caterpillar is an Equal Opportunity Employer (EEO).

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