Caterpillar Area Sales Manager - North America in East Peoria, Illinois
Caterpillar’s Mining Technology Enabled Solutions group, a division of the Surface Mining and Technology Division is currently seeking anArea Sales Manager for North America. In this role you willlead, direct and further develop the people, dealers, strategies, financials and operations of the CAT Mining Technology business in the North America region to increase sales and ensure the financial viability and profitability of the business. Responsible for all regional activities related to the sale of Caterpillar's technology products via dealers and allied OEMs, as well as supporting our Dealers with growing their business. * *
Caterpillar has developed an integrated family of machine-based information technology products that interconnect machines and offices to provide real time guidance, tracking, monitoring and supervisory control of the operational mining fleet. This family of products is branded MineStar. The MineStar product range links with other mining and business information systems. MineStar Solutions utilizes leading technology hardware and has a strong software development centre of expertise. It continues to enhance its capability in the areas of implementation, consultancy and customer support.
Job Duties and Responsibilities are:
Provides overall leadership and direction for business development and retail sales and management within the dealers to ensure the business continues to educate the marketplace, develop strong brand awareness and increase sales of all mining technology products
Business plans and forecasts: Work with dealers in the region to establish the annual business plan and evaluate monthly progress against sales targets and major opportunities. Evaluate major account opportunities with CGM account managers toward establishing and coordinating account pursuit strategies.
Determine the unique Territory requirements amongst the Region and establish appropriate dealer and market development plans. Evaluate each dealer’s capability to market and sell the technology products. Establish training requirements and organize required training with the product support group.
Often works directly with large end user customers (major global mining companies) such as BHP-B, Rio Tinto, Newmont, Freeport, Vale, Kinross and others. This is done by working closely with Caterpillar’s Global Mining Account Managers along with Caterpillar dealers.
Manage P&L expectations for the business unit and makes commercial decisions related to the region and position. Ensure that accounting and business process are sound and managed.
Oversee the performance and development of staff to ensure their personal and professional development needs are met, and that the business has the necessary mix of skills, knowledge, experience and capabilities to meet current and future objectives.
Manage pricing, contracts and legal agreements between Cat dealers and customers. The sale of fleet management systems presents unique transactional challenges whereby some elements are sold and licensed by and through the dealers and others are executed directly between Cat and the customer. The Area Manager will explain and negotiate the associated pricing, contracts and legal agreements between all parties.
Develop high-level relationships and contacts with key industry players at a local, national and international level to facilitate business development and promote the MineStar Solutions business.
Develop and implement appropriate strategies to educate the existing Caterpillar Dealer Network and encourage them to promote and sell the MineStar technology product range to leverage upon existing relationships and identify potential clients.
Promote and represent the interests of MineStar both internally through participation in management meetings and wider Caterpillar group forums, and externally through promotions and meetings with existing and potential customers and industry representatives.
**Bachelor's Degree in Business Administration, Mining Engineering, or related field or 10-15 years of progressive job related experience.
**Experience in Supervisory or leadership roles.
- Experience in sales support
Top Candidates will also have:
Sales background with full understanding of the selling & buying process.
Demonstrated ability to grow and manage sales professionals
Broad knowledge of corporate policies and practices
Several years of working with Caterpillar mining products, their application, and the ability to sell their value, into the mining application.
Several years of experience working with technologies sold into the mining industry
Able to build strong relationships with various stakeholders.
Understand distribution and possess good negotiation skills.
Flexibility to adjust to local cultural and business climates and an overall personal maturity.
Fluency in written and oral English.
Ability to guide and direct people.
This position requires travel of up to 50% (2 weeks a month).
This position can be located in any location in the United States or Canada with the preferred locations being in Peoria, IL; Tucson, AZ; or Denver, CO.
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 the U.S. which can be found through our employment website atwww.caterpillar.com/careers
Job: *Marketing / Sales / Product Support
Title: Area Sales Manager - North America
Location: Illinois-East Peoria
Requisition ID: 170007W0
Other Locations: Canada-State Not Specified-City Not Specified, United States-Colorado-Denver, United States-State Not Specified-City Not Specified, United States-Arizona-Tucson