Industry Representative

PT Caterpillar Indonesia - 14 Tractor Road Singapore

JOB PURPOSE:
 
Successful candidates will have responsibility for the development of sales volumes and revenue, maximization of profit margins and OPACC, and achievement of high overall satisfaction levels of assigned Dealers, their customers and prospects. This role will also provide pre sales support and assistance to dealer sales teams, and promote CAT products and solutions to  prospective customers
 
JOB DUTIES:
 
Dealer Management
  • Develop and deliver sales plans to maximize the market-share with each Dealer.
  • Develop relations with key decision makers at the Dealers and key customers to understand their long-term plans
  • Present CAT products to prospective customers
  • Routinely monitor customer activities with the Dealers. Focus on:
    • Maintaining current business
    • Growing new business
    • Delivery performance
    • Forecast
    • Participation rate, sales to users, inventory reporting
  • Facilitate or participate in, and follow through, the resolution of issues in all aspects of the dealer relationship
    • Administering branding arrangements
    • Administering merchandising agreements
  • Co-ordinate the Applications engineering, product support, product development, DAT and Leadership Table activities with each dealer in the portfolio.
  • Spread the customer’s knowledge of our products.
Sales Development / Growth
  • Participate in and contribute to all sales activities, from identification of opportunities to development of the product offering with product group.
  • Develop and present commercial proposals.
  • Develop growth strategies with assigned Dealers. Analyse the assigned market forces and participants in the assigned area, develop and implement action plans to target and break through identified key / priority customers. (Conquest Accounts)
  • Participate as required in Sales promotional activities (Trade Shows, Hospitalities, etc).
Sales Processes
  • Input the Dealers forecasts and long-term plans. Maintain forecast accuracy at target levels.
  • Administer and approve dealer SPAR (price support) requests within approved limits
  • Develop Continuous Improvement activities, both internally and with the customer. Propose improvement activities - participation in projects as required.
  • Work closely with the Product/NPI Team for the establishment of Product Objectives
  • Take part as required in the development and / or improvement of sales processes and sales tools (order administration, project management, invoicing and etc).
  • Work with Marketing group on customer & competitors database
  • Ensure sales activities adhere to company business ethics and compliance standards
BACKGROUND/EXPERIENCE:           
  • Graduate in Engineering with at least at least 3-5 years of experience in sales of technical products in a medium to large organisations and Knowledge of diesel engines electric power generation applications will be an added advantage.
  • Candidate should have a broad business background with excellent communication skills at all level, including command of English language
  • Technical or Commercial / Account Management training.
  • Prior account Management or Dealer (customers) facing role experience.
  • Would normally have experience in more than 1 customer facing discipline.
  • Intermediate negotiating skills.
  • Exhibit strong Teamwork spirit
  • Strong decision maker.
  • Ability to work independently.
Successful applicants will be required to travel regularly within their assigned territory (estimate 50%). 


Post Date 08 December 2017
End Date 22 December 2017

Company Profile

PT Caterpillar Indonesia

PT Caterpillar Indonesia

Singapore - West - Jurong West - 14 Tractor Road

Caterpillar Asia Pte. Ltd. is a marketing headquarters which serves 15 countries in South East Asia stretching from India to South Korea and Mongolia.
 
The organization was established in 1965 in Hong Kong under the name of Caterpillar Far East Limited. In 1991, we moved to Singapore from Hong Kong and changed our name to Caterpillar Asia Pte. Ltd. Caterpillar Asia has improved and strengthened marketing responsibilities with 15 dealerships and more than 160 dealer branches throughout the region. To closely serve our customers in Asia, we have four district offices in Bangkok, Kuala Lumpur, Jakarta and Manila.
 
Product & Services
 
Caterpillar is a growth-oriented, high-tech global powerhouse…strong, diversified, resilient - and focused on the future. We're responding to a rapidly changing business climate and demonstrating our intent to bolster our leadership in the industries we serve through a number of well-defined initiatives. We are dedicated to realizing profitable growth, leveraging the benefits of e-business, aggressively reducing costs and improving quality - all in an effort to strengthen business processes throughout our value chain.
 
Financial
 
Caterpillar - the world leader in the manufacture of construction and mining equipment, diesel and natural gas engines, and industrial gas turbines - has set financial records for several years:
  • Sales and revenues for 1999 were $19.7 billion.
  • Profit for 1999 was $946 million.
  • Profit per share was $2.63 in 1999.
  • Exports from the United States were a stable $5.2 billion.
 

Why join with us?

A global leader with global resources to support your career

• A true global leader: Caterpillar's legacy of industry leadership dates back to 1925. We have a global footprint with product in more than 180 countries. Caterpillar is a Fortune 50 company and one of the 30 companies on the Dow Jones Industrial Average. We are among Interbrand's Top 100 Global Brands and recognized as one of Barron's World's Most Respected Companies. More than 300 products make up the most diverse product line in the industry. We work in industries that provide long-term economic value: commodities (mining, oil and gas); infrastructure (heavy construction, rail, paving, quarry and aggregate); and building construction (residential, commercial, standby power, industrial engines and forestry).

• A dynamic and flexible career: Global exposure and opportunities, deep employee and leadership development resources, and compelling career paths make it possible to have the flexibility and excitement of a diverse career without needing to "start over" at a new company. Even while building deep expertise in one function, our employees can experience different career opportunities by moving between our many business units, locations and product lines throughout their career.
 
• Potential for boundless growth: Caterpillar offers a clear strategic vision that requires the best talent to execute, providing great opportunities for growth. Our continual global growth leads to new development opportunities. The long average tenure of our employees speaks to the satisfaction with career growth.
 
A talented team with timeless values
 
• Timeless values: Caterpillar was one of the first companies to publish a Worldwide Code of Conduct, established in 1974. At the end of an honest day's work, we focus on our people and our relationships, staying true to the values that have formed the bedrock of our company for decades. We bring integrity, accountability and courtesy to every interaction between employees, our supply chain, dealer network, and customers. We couple our pride with humility. Our values are not just posters on the walls; our employees and leaders live Teamwork, Integrity, Commitment and Excellence every day.

• Friendly and inspiring teammates: At Caterpillar, you'll find yourself surrounded by people who love what they do and want to help you succeed. Employee passion is infectious and inspiring, and our emphasis on teamwork makes work enjoyable. When new hires were asked to describe the Caterpillar culture, the most popular words provided were "teamwork," "friendly" and "integrity."

• Open, empowered, inclusive culture: Work at Caterpillar comes with great responsibility and demanding expectations, but you'll be given a lot of control and tremendous flexibility, making the hard work rewarding. We're focused on diversity and inclusion to bring the best ideas to the table. Employees may relocate globally, travel internationally, or from their desks work daily with international peers on a variety of work assignments including 6 Sigma projects and new product launches.