Territory Manager

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.

Caterpillar's Electric Power Division (EPD) offers integrated solutions, parts, and services to meet the needs of our various commercial and industrial electric power customers. EPD supports a wide range of customer applications across the globe, including providing back-up power to hospitals, providing emergency power when natural disasters strike, and supporting critical infrastructure for data centers, municipalities, and more. With a rich history of more than 95 years in the electric power business, our team has world-class expertise and a proven ability to adapt to changing demands. We’re committed to providing sustainable and reliable solutions to our customers. Join our team to help build a better, more sustainable world for future generations!

Caterpillar currently has an opportunity for a Territory Manager in Singapore. The position is responsible to oversee and deliver all sales and integrated customer offerings to customers. You will lead and manage dealers' relationships to market the company products and services and develop dealer sales capability for diesel and gas gen-set market in Asia Pacific.

What You Will Do: ​

• Understand the business model and act within the business process guidance on review and approval for variance programs and commercial actions.

• Follow organizational policies and procedures and maintains clear and direct line of communication within the organization to meet customer requirements.

• Design and assist dealers and internal business partners on the subject of forecasting, sales and integrated customer offerings to customers, and sales techniques, and support the rollout of new products.

• Perform regular sales performance reviews with dealers and ensuring implementation of corrective actions where needed.

• Lead the sales opportunities identification, customer satisfaction improvement and business relationship enhancement.

• Design processes for informing customer of rates, shipping date, anticipated delays and any additional information needed by the customer.

• Work directly with customers to collect information, sell additional products and services to customers, and ensure customers' needs are met.

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.

• Anticipates customer needs, focusing efforts to proactively meet needs and exceed customer expectations.

Industry Knowledge: Knowledge of the electric power industry, trends, directions, major issues, regulatory considerations, and trendsetters; ability to apply industry knowledge appropriately to diverse situations.

• Discusses industry-specific flagship products and services.

• Significant experience in the electric power industry and associated functions and features.

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 techniques for critical thinking in a decision-making process.

• Assesses risks and benefits, and validates decision options and points and predicts their potential impact.

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.

• Employs appropriate methods of persuasion when soliciting agreement.

Negotiating: 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.

• Identifies similarities and differences in position and assesses impact on discussions.

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

• Participates in negotiating the terms of the business relationship.

• Maintains productive, long-term relationships with clients or vendors.

Business Development: Knowledge of business development tools, techniques and approaches; ability to explore and develop potential areas of business growth for the organization.

• Assists in developing new geographical areas for the organization's products or services.

• Researches approaches for exploring new business opportunities.

Account Management: Knowledge of account management; ability to manage day-to-day activities, providing services and support to existing clients.

• Evaluates demographics, trends and issues affecting specific markets and customers; makes recommendations and orchestrates and coordinates a team sale.

• Analyzes the sales history and current activity for accounts and anticipates the needs and preferences.

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.

• Acquires and retains customers in multiple settings using 'value selling' techniques.

• Delivers value-added services to customers beyond delivery of a purchased product, technology or service consistently.

Additional Info: ​

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.

What You Will Get:

Our goal at Caterpillar is for you to have a rewarding career. Our teams are critical to the success of our customers who build a better world. Here you earn more than just wage, because we value your performance, we offer a total rewards package that provides day one benefits along with the potential of a variable bonus. Additional benefits include paid annual leave, flexi leave, medical and insurance (prorated based upon hire date).

Final Details:

Please frequently check the email associated with your application, including the junk/spam folder, as this is the primary correspondence method. If you wish to know the status of your application – please use the candidate log-in on our career website as it will reflect any updates to your status.

If you are interested in joining our team, please apply using an English version of your CV. We look forward to meeting you!

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 nearly 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.

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Posting Dates:

Caterpillar is an Equal Opportunity Employer (EEO).

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