Regional Product Application Specialist (Motorgraders)

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.

What You Will Do

• Train the district and dealer Sales Representatives on product and application matters (product, services, applications value selling and relevant systems or software).
• Provide ongoing technical support to districts and dealers supporting the customers’ need for detailed technical/performance/application data give rise to dealer requests for assistance and with a “customer first” mentality.
• Prepare introduction plans for new products (NPI). Monitor progress on all elements of NPI and initiate corrective actions. Develop and maintain regional training activities in support of new product launches for your regions.
• Build and maintain up to date knowledge about competitive systems and machines and be able to promote Caterpillar value advantage to aid selling activities vs. each competitor.
• Act as a mentor for less experienced employees with respect to all facets of the role with particular emphasis on product service and application knowledge and Caterpillar systems knowledge.
• Be the primary conduit of technical information to and from the Product Group in support of key regional inputs and in development of business cases for the Unmet Customer Needs process.

What You Have

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.

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.

• Communicates well downward, upward, and outward.
• Adapts documents and presentations for the intended audience.

Relationship Management - Knowledge of relationship management techniques; ability to establish and maintain healthy working relationships with clients, vendors, and peers.

• Creates opportunities to educate support teams on client priorities.
• Empowers others to establish collaborative, healthy relationships.

Technical Excellence – extensive knowledge of assigned products and application.

• Mentors others to enhance their technical competence and its application to achieve more effective technical solutions.
• Provides effective solutions to moderate technical challenges through strong technical competence, effectively examining implications of events and issues.
• Advises others on the assessment and provision of all technical solutions.

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.

• Applies an assigned technique for critical thinking in a decision-making process.
• Assists in assessing risks, benefits and consideration of alternatives.

Negotiation skills – 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.

• Works to achieve win-win in negotiations, rather than taking a win-lose approach.
• Uses active listening and probing techniques to surface problems, issues, and interests.

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.

• Coaches others on the application of 'value selling' principles and practices.
• Delivers value-added services to customers beyond delivery of a purchased product, technology or service consistently.

Additional Info

• Consult with dealers as a recognized expert in assigned industry (and sub-segments).
• Leverages outstanding machine application or product knowledge to improve closure rates, increase customer loyalty, and improve sales force effectiveness.
• This is a field-based assignment for an experienced, individual contributor where assignments are complex, challenging and lend themselves to strategic decisions.
• Role will provide technical and market support for Motorgraders products in region.
• Support application and job studies, communicate product and market information to the Product Group, manage New Product Introduction (NPI) process and participate on the market strategy team.

Must Have skills:

• Knowledge of motograders
• Extensive commercial experience involving dealer and/or customer facing positions
• Regional industry expertise
• Prior experience of working in a multinational company and collaborating with a global team

Desirable skills:

• Good language competency in Mandarin and Bahasa as role will work mostly with Chinese and Indonesia customers

Top Candidate Will Also Have

• Bachelor's degree in Engineering, Business, Marketing, or a related discipline
• Proven track record in commercial roles, particularly in dealer and customer-facing environments
• Strong understanding of regional industry dynamics
• Experience working in multinational corporations with cross-cultural, global team collaboration
• Proficiency in Mandarin and Bahasa, essential for engaging with Chinese and Indonesian customers

Additional information

• This position requires working onsite five days a week
• International Assignment is not applicable for this position. (for internal posting only, remove this bullet for external post)
• Payroll transfer is not offered (for internal posting only, remove this bullet for external post)
• Requires up to 50% travel within the Asia Pacific region
• Caterpillar is not currently hiring individuals for this position who now or in the future require sponsorship for employment visa status; however, as a global company, Caterpillar offers many job opportunities outside of Singapore which can be found through our employment website at www.caterpillar.com/careers.

Posting Dates:

Caterpillar is an Equal Opportunity Employer. Qualified applicants of any age are encouraged to apply

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