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.
The role of the Business Development Manager/Commercial Manager is to be primarily responsible for the crafting and selling of solutions contracts to end-users. The objective is to optimize the end-user’s equipment fleet, site production, financial structures, safety, sustainability, and operational activities. This role manages the commercial strategy and the business risks associated with signing Job Site Solutions contracts. The incumbent must be able to effectively influence end-users, dealers, suppliers, and internal Caterpillar decision-makers. The incumbent has direct business development responsibilities for growing volume and the number of sites served by Job Site Solutions contracts.
The Resource Industries Sales, Services & Technology team is looking for a Solutions Commercial Manager primarily for the mining and quarry industries, and Industrial and Waste. This position is located in Solihull, UK. As a Commercial Manager at Caterpillar, you will be directly responsible for working with customers, Cat Dealers, and internal Caterpillar business partners to develop solutions that solve customer problems related to their mining and quarry mobile equipment fleets. The primary goal is to gain customer acceptance via signed contracts adding to individual and team Total Contract Value (TCV) goals. This position directly supports Caterpillar’s services strategy among many other corporate growth initiatives.
What you will do:
The key role of this individual contributor position is to gain with our dealer partners contributing to incremental Machine, Parts, and Services Sales for the greater Caterpillar enterprise and Dealer Network. The industry focus includes regional, quarry and aggregates and Industrial and Waste operations.
The first 6 months you will focus on:
* Alignment with Cat Dealer and internal Cat account management partners on targeted accounts.
* Engaging Dealers through relationship skills and corporate platforms
* Identifying new customer prospects with each of the dealers in your area of responsibility and developing those prospects into opportunities.
Annual work-related activities to accomplish SMART goals include:
* Completing in-depth machine application and commercial assessments of the customer's site and business operations.
* Designing appropriate solutions proposals to improve the customer's bottom line.
* Working with Cat Dealers and internal Caterpillar business partners (i.e. product groups, Sales Support team) to spec and price the equipment for fleets.
* Negotiating and closing Job Site Solutions contracts with customers and dealers.
* Growing a profitable portfolio of customers.
* Maintaining and nurturing existing customer relationships within current contracts.
What skills will you have:
* Superior and effective communication skills – both written and verbal – that range from technical discussions to executive presentations
* Sales and negotiation experience
* Excellent interpersonal skills
* Strong analytical and problem-solving skills
* Strong change management skills
* Customer relationship management
* Data analytical
* Problem solver
* Ability to work autonomously as well as part of a complex team
Degree and Experience Requirement:
* Degree in engineering or business or International Equivalent or demonstrable progressively responsible job-related experience
* Extensive Direct Field Experience working with/for Dealers and/or Customers.
* Mining, Quarry and Aggregates, Industrial & Waste experience
* OEM experience
Top Candidates will also have:
* Demonstrated team leadership skills
Pending the number of applications, the criteria for the position may be enhanced to facilitate shortlisting.
Job Title: Business Development Manager
Salary: £63,500-£77,000 depending on experience
Benefits: 27 days annual leave + bank holidays, up to 18% bonus, Car allowance, Flexible Buy in Benefits such as Private Medical, Healthcare, Vison & Dental schemes, Green Car Scheme and more, Share Scheme (50% Company Matched), Contributory Pension Scheme (Contribution double by Company up to 10%), Free Car Parking, Caterpillar Advantage website
Location: Solihull
Contract: Permanent
Travel: 30% predominantly UK travel
Closing Date: 22nd May
Job Reference: R0000301081
What We Offer:
From day one, you’re set up to thrive at Caterpillar: helpful training, relatable mentors, global experience, competitive salary package, work-life balance, and the growth opportunities you expect with a Fortune 100 company.
You power our success, and we are committed to empowering yours. After all, when your work can impact the entire world, it’s important to do work that matters.
About Caterpillar
Caterpillar Inc. is the world’s leading manufacturer of construction and mining equipment, off-highway diesel and natural gas engines, industrial gas turbines and diesel-electric locomotives. For the past 100 years, we’ve been helping customers build a better, more sustainable world and are committed and contributing to a reduced-carbon future. Our innovative products and services, backed by our global dealer network, provide exceptional value that helps customers succeed.
Posting Dates:
Caterpillar is an Equal Opportunity Employer (EEO).
Not ready to apply? Join our Talent Community.
#J-18808-Ljbffr