Career Area : Sales

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.

bout Us : With 2024 sales and revenues of $64.8 billion, 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 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.

Caterpillar does business on every continent, principally operating through three primary segments - Construction Industries, Resource Industries and Energy & Transportation - and providing financing and related services through our Financial Products segment.

Job Summary : Caterpillar’s Building Construction Products division (BCP) is seeking a dynamic, strategic commercial individual to shape the growth of our compact and mid‑sized equipment portfolio across India and Sri Lanka territories.

Role Definition

Leads strategy and tactics as well as manages day-to-day dealers' relationships to market company products and services and assists in the development of dealer services capability.

Responsibilities :

- Gather insights from customers, dealers,



and business stakeholders to pinpoint areas of lost retail opportunity and shape requirements for the region
- Guide dealers in forecasting, planning sales/rental/used strategies, and implementing effective sales techniques, while assisting with the rollout of current services
- Conduct regular service performance reviews with dealers, ensure corrective actions are implemented, and resolve issues impacting services and overall commercial results
- Implement Go-to-Market strategies focused on key customer segments and top aftermarket opportunities for Building Construction Products
- Develop and execute growth tactics to re-engage dormant customers and attract new ones through both physical and digital channels
- Lead best practices in sales support and execution processes across machine sales reps, core/growth sales reps, and the retail team

Skill Descriptors

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.

Level Working Knowledge:

- Communicates the importance of customer needs/expectations and commits to resolving them.
- Researches and verifies customer needs and expectations.
- Solicits customer satisfaction feedback and acts on improvement opportunities.
- Helps link organizational objectives to customer needs and expectations.




- Meets regularly with customers to understand their wants, needs and expectations.

Level Working Knowledge:

- Discusses industry-specific flagship products and services.
- Demonstrates current knowledge of the regulatory environment for industry segment.
- Describes the contribution of own function as it relates to the industry segment.
- Participates in major industry professional associations; subscribes to industry-specific publications.
- Currently works with a major industry segment 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.

Level Working Knowledge:

- Applies an assigned technique for critical thinking in a decision-making process.
- Identifies, obtains, and organizes relevant data and ideas.
- Participates in documenting data, ideas, players, stakeholders, and processes.
- Recognizes, clarifies, and prioritizes concerns.
- Assists in assessing risks, benefits and consideration of alternatives.

Level Basic Understanding:

- Describes non-verbal behaviors that influence the interpretation of the message.
- Cites examples of effective and ineffective communications.
- Explains the importance of effective business communication.
- Speaks/writes using correct language, mechanics, and gestures.

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.

Level Basic Understanding:

- Describes qualities of effective and ineffective negotiations.
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📌 Bcp Aftermarket Services Representative (Chennai)
🏢 Caterpillar
📍 Chennai