Territory Manager

4 months ago

Jakarta, Indonesia Caterpillar Full time

**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.

**About Cat Financial**

**Job Summary**

Manages dealers' relationships to market company products and services and assists in the development of dealer sales capability.

**What You Will Do**
- Understanding of business model and acting within the business process guidance on review and approval for variance programs and commercial actions.
- Designing and assisting dealers on the forecast, sales/rental/used strategy planning, and sales techniques; supporting the rollout of new products.
- Performing regular sales performance reviews with dealers and ensuring implementation of corrective actions where needed.
- Presenting products or services for stakeholders, answering any customer questions, and addressing their needs.

**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.
- Communicates the importance of customer needs/expectations and commits to resolving them.
- Helps link organizational objectives to customer needs and expectations.
- Meets regularly with customers to understand their wants, needs and expectations.
- Explains how own organization compares to others in the industry.
- Describes key products and services in the industry.
- Identifies key industry segments and associated characteristics.

**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.
- Explains characteristics and steps in an effective decision-making process.
- Identifies issues and communicates with others when a decision needs to be made.
- Names decision makers in own environment and cites examples of past decisions.
- Describes non-verbal behaviors that influence the interpretation of the message.
- 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.
- Describes qualities of effective and ineffective negotiations.
- Accesses organizational policies and practices for negotiating.
- Utilizes techniques for establishing rapport and building trust.

**Relationship Management**: Knowledge of relationship management techniques; ability to establish and maintain healthy working relationships with clients, vendors, and peers.
- Provides prompt and effective responses to client requests and interactions.
- Alerts own team to problems in client satisfaction.
- Differentiates the roles and responsibilities in a business relationship.
- Works with clients to address critical issues and resolve major problems.

**Account Management**: Knowledge of account management; ability to manage day-to-day activities, providing services and support to existing clients.
- Lists the major responsibilities of the account management function.
- Identifies the responsibilities and roles of a customer account team.
- Summarizes the concepts of account management.
- Locates where and how to obtain information on a specific account.

**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.
- Uses 'value selling' techniques to successfully engage customers.
- Researches the customer's industry and organization before attempting sales calls.
- Discusses issues and considerations regarding current 'value selling' practices and recommends potential improvements.
- Quantifies proposed costs, benefits and value in customer terms.
- Defines and documents value-added activities and their benefits to customers beyond the initial sales transaction.

**Additional Details**
- Work Location: Samarinda (to manage our customers in Kalimantan area)
- Domestic relocation supported

**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 he

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