Industry Sales Manager

Industry Sales Manager

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 an Industry Sales Manager is to lead a team of Caterpillar field reps, supporting Caterpillar dealers and customers to increase customer loyalty and influence machine sales. Support dealers in the development and implementation of programs and processes to grow attachments, parts and service, and CVA sales for BCP equipment in Europe (Zone 1: Northern Europe). Increase share of industry customer spend on Caterpillar products and services and drive increased customer loyalty.

What you will do:

• Deliver business plan sales and market share targets for the company products in a given industry segment or market.
• Develop sales and marketing plan and manage merchandising plans to achieve business plan targets for company products and services.
• Influence upper management within dealerships to adapt or change policies, implement marketing/sales programs, hire personnel and organizational structure changes.
• Ensuring customer satisfaction through management of product and commercial issues; Overseeing service goodwill spending on all products within the industry segment.
• Leading the selling opportunities identification, customer satisfaction improvement and business relationship enhancement.
• Responsible for leadership and supervision of the industry field reps, typically consisting of sales, application, service and/or product support to achieve goals.
• Demonstrate leadership in working with people from different backgrounds and cultures, internally and externally with the appropriate influence and ability to resolve differences.

Applicable metrics are as follows:

• Business Plan Achievement: Machines, Attachments, Customer Value Agreement at Point of Sales (CVA at POS), New Customer Growth
• Sales Growth: Machines, Attachments, Customer Value Agreement at Point of Sales (CVA at POS), New customer Growth
• Percentage of Industry Sales Machine & Attachments Revenue Growth
• Forecast Accuracy for designated Industry - both Business Plan and Rolling Forecasts
• Customer Satisfaction: Machines
• Merchandising: Machines & Attachments
• Participation and Closure Rates

What you have:

• Extensive and progressive career in positions that required dealer or supplier facing activities and strong relationship management and communications skills
• Extensive industry knowledge: thorough knowledge of company products and product applications, merchandising programs, and/or warranty practices and procedures. Compares and contrasts the latest developments and emerging issues in the industry. Explains the development of industry segments - trends, consequences, key issues.
• Experience in sales, marketing or product support in related industry.
• Leadership skills demonstrated through prior people, process or project management.
• Effective communicator and excellent interpersonal skills. Communicates well downward, upward, and outward. Demonstrates both empathy and assertiveness when communicating a need or defending a position.
• Demonstrated relationship building and management skills. Coaches others in the value, issues, and methods of client partnering. Works directly with clients to discern business trends and their implications.
• Strong decision making and critical thinking skills. Uses effective decision-making approaches such as consultative, command, or consensus. Anticipates special issues and considerations for effective decision-making during a crisis.
• Strong customer focus. Fosters strong customer relationships via delivery on commitments, open communication, and on-going feedback/improvement.
• Working knowledge of Value selling and Business Development tools, techniques and approaches. Presents compelling business cases for very complex business issues, shifting proposed solution focus from cost to overall value (benefits/payback). Ability to explore and develop potential areas of business growth for the organisation.

Top candidates will also have:

• Prior leadership experience
• Multiple positions held in sales or technical field roles
• Sales variance management and Sales & Operating Planning experience
• Business development or value selling experience
• Contract management experience
• Knowledge of an additional European language (French, Spanish, Italian, German, etc.)

Contract: Permanent

Salary: £85,000-£100,000 depending on experience

Benefits: 27 days annual leave + bank holidays, up to 31% bonus, Car allowance, Private Medical, Flexible Buy in Benefits such as, Vision & 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: Desford

Travel: 50% predominantly European travel

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.