MWM Sales Consultant - Metal & Mining (m/w/d)
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. Role Definition
MWM Sales Consultant is expert in one or more customer segments capable to work with customers and MWM Sales to promote gas gensets (and extended CAT offering) within Metal & Mining customer segment. His / Her main task is to work closely with MWM Sales to create value propositions specific to Metal & Mining industry. Leader in this role will serve as center of gravity for entire Metal & Mining segment globally within MWM, making sure that MWM offering align with industry specific asks. Responsibilities
- Follow market trends in Metal & Mining customer segment
- Create custom made offering / value proposition for utilization of Gas Genset (and extended CAT offering such as TCS or Battery Management) in assigned market segment
- Work closely with Sales organization on opportunity specific strategies
- Interact with product management and engineering team to ensure alignment between Metal & Mining industry requirements and MWM / CAT product strategy
- Support Sales and Project engineering Team with Metal & Mining specific needs and requirement related to gas genset, BOP, enclosures and other CAT extended offering
- Participate on selected fares and conventions to support MWM sales with customer interactions
- Participate on most relevant Metal & Mining manufacturing associations on behalf of MWM
- Master Degree in engineering
- PHD or/and MBA will be considered advantage
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.
• Facilitates creation of the 'right' products and services to resolve customer business issues.
• Fosters strong customer relationships via delivery on commitments, open communication, and on-going feedback/improvement
• Anticipates customer needs, focusing efforts to proactively meet needs and exceed customer expectations
• Measures and observes customer satisfaction levels to ascertain and implement service improvement alternatives 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.
• Educates others on own organization in terms of the industry - its market position, niche (if any), etc.
• Compares and contrasts the latest developments and emerging issues in the industry
• Discusses industry-specific cycles and associated considerations Relationship Management: Knowledge of relationship management techniques; ability to establish and maintain healthy working relationships with clients, vendors, and peers.
Level Extensive Experience:
• Communicates to clients regarding expectations of all parties
• Maintains productive, long-term relationships with clients or vendors
• Empowers others to establish collaborative, healthy relationships Business Development: Knowledge of business development tools, techniques and approaches; ability to explore and develop potential areas of business growth for the organization.
• Coaches others on the design and implementation of campaigns to present products to new markets
• Develops strategies to present new business ideas to small and large perspective business partners
• Analyzes alternative business development approaches and strategies
• Designs common and industry-specific benchmarks for business development 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.
• Delivers bottom-line proof with credible third-party validation that proposed solutions deliver benefits of greater value than the competition
• Builds loyalty and 'partner versus vendor' relationships by helping customers understand, diagnose and resolve their complex business issues
• Provides analysis tools to identify, quantify and qualify business issues and solution value components to help clients assess alternative business proposals Additional Information;
- Required
- Minimum 5 years' process engineering, consulting (or similar) or any other relevant technical experience in Metal & Mining market segment
- Detailed technical understanding of Metal & Mining process plants (e.g. steam-material balance, energy balance, ...)
- 25% travel availability (international)
- Business fluent English language (C2 or above)
- Advantage
- Experience with gas motors (recip) or turbines
- Consulting experience
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