Senior Manager Commercial

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.

The JSS East Region Manager for Cat Solutions/Job Site Solutions leads a team of embedded Dealer and District Commercial Managers in the development, definition, and selling of services and solutions to optimize customers’ fleet, equipment, and operational activities that deliver specific customer outcomes.  This leader works across the regional Cat and Dealer teams to establish, align, and implement commercial strategies, metrics, goals, and growth targets for the region.  This influential role consistently delivers the Solutions message to the regional partners to gain internal and dealer alignment that is critical to the growth of the JSS portfolio.

What you will do:

• Leveraging the JSS Global Industry Strategy teams, JSS Operations Team leaders, and internal partners in RI and CI GTM and Product Groups, Cat Fi, Business Resources, Cat legal, and other key departments to establish aligned goals, creative risk management approaches that create customer value, and effective action plans.

• Developing and leveraging strong relationships with GTM managers, DSD managers, and Dealer executives to gain buy-in and drive action in the expansion of JSS model throughout the region that achieves clarity for customers and dealers.

• Identifying, prioritizing, and developing key dealers for dedicated Dealer-Embedded Commercial Manager coverage.

• Utilizing territory analysis, dealer financial simulator, and related tools to drive dealer engagement, prioritized market/customer plans, and pipeline growth.

• Leading expansion and structure evolution of customer-direct Fleet Services Agreements (FSA) in region that provide the most comprehensive value for customers, dealers, and Caterpillar.

• Achieving Total Contract Value Sales in region that meet/exceed OPACC and risk profile targets.

• Leading and growing a high performing and influential team that effectively moves the region forward in the Solutions model and sales approach meeting/exceeding current and future year TCV goals.

• Expanding customer portfolio base through focus on new customer and new site proposals across CI and RI industries.

• Leading team members to integrate technology and capabilities in condition monitoring, production optimization, autonomy and others into solutions delivering on customer outcomes

• Evaluating, coaching, and developing commercial managers to support the growth of the regional team in support of $1.5B TCV 2030 goal.

Key Metrics

• Team Size Growth

• Total Contract Value Sales                               

• Integrated PO/CM Proposals

• New Customer/Site Proposals

• Pipeline Growth

What you will have:
Customer Focus: Extensive field experience working with Caterpillar Dealers and Customers.

Industry Knowledge: Experience in the Mining, Quarry or Aggregate Industry.

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: Sales and Negotiation Experience with Customers.

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.
 

Top candidates will also have:

Bachelor's