Industry Sales Representative

2 days ago

Jakarta, Indonesia Caterpillar Full time

**Career Area**:Marketing / Sales / Product Support
**YOUR WORK SHAPES THE WORLD**

Whether it be groundbreaking products, best in class solutions or creating a lifelong career, you can do the work that matters at Caterpillar. With a 95-year legacy of quality and innovation and 150 locations in countries around the world, your impact spans the globe.

When you join Caterpillar, you are joining a team of makers, innovators, and doers. We are the people who roll up our sleeves and do the work to build a better world. We don’t just talk about progress and innovation. We make it happen. And we are proud of that, because it helps our customers build and power the world we live in - the roads, hospitals, homes, and infrastructure. Without a dedicated workforce Caterpillar could not effectively meet our customer’s needs. Join us.

The Industry Sales Representative consults with dealers to market Caterpillar products and services and assist in the development of dealer sales capability. This is the third field-based assignment for an experienced, individual contributor on assignments that are complex and challenging and begin to become strategic in nature.

**JOB PURPOSE**
- To provide revenue support work for Caterpillar mining products and complete related special projects as assigned.
- This work includes performing product price reviews (internal and external), review product profitability, maintain price lists, analyze competitive environment (transaction price level for both Caterpillar and competitive machines, NPI); and administration/evaluation of special pricing assessments (SPARS, sales variance programs, Product Line Cascades) for current and future product (NPI); analyzing revenue contribution from volume, PINS and price.

**JOB DUTIES**
- Revenue Management is responsible for establishing and reviewing revenue proposals for Caterpillar mining products. The process includes analysis of sales history, volume forecast, competition, product quality, product availability, value premiums, costs and related factors.
- Works with Dealers, Marketing, Accounting, Economics, Engineering, Legal, Manufacturing, Purchasing, Product Support Development, Global Revenue Management and Revenue Management (Pricing personnel) elsewhere in the company to obtain and evaluate information needed for making revenue recommendations.
- More direct involvement in coordination and implementation of revenue (price) changes between Global Revenue Management, Marketing Companies (including field personnel), Product Groups and senior management.
- Develop advanced strategic recommendations incorporating entire value chain and external forces used in the tactical analysis and additional areas such as: forecasted economic activity, dealer costs and margins, product configurations, exchange rate changes, market/industry changes and other factors influencing sales and profit goals.
- Assists in achieving specific Division objectives by aiding efforts to improve profitability through recommending revenue growth opportunities for price, volume or PINS. Analysis includes, where possible, suggested objective costs to be shared with Purchasing, Manufacturing and impacted parties.
- Directly impacts specific Corporate objectives by aiding efforts to improve profitability and/or sales by direct input into pricing decisions and approvals (SPARS, discount programs, NPI scenarios and related activities). Decisions are made within set guidelines/authority levels.
- This position is for experienced lead analysts able to direct their own workload and resulting priorities while assisting other lower level analysts in developing their skills and completing their workload.
- The incumbent may perform one or more of the following: preparation of monthly reports to Government agencies; monitor, document and analyze pricing actions of competitors; maintain the company’s master price history records; gather and analyze shipment volume and PINS/POPS; calculate and maintain yield and revenue data in order to determine the effectiveness and profitability of pricing strategies and tactics.
- The incumbent is responsible for regularly and accurately maintaining and updating revenue systems (pricing, invoicing and merchandizing) and answering all revenue/pricing related queries for their assigned products.
- Pricing tasks are high in complexity. Decisions are unique and require creativity to reach a solution outside an established work routine and has high risk impact to the enterprise. The incumbent works with little supervision and instructions.
- Develops and maintains internal controls including Sarbanes-Oxley control documentation and is responsible for the testing and validating of these controls.
- External contacts include suppliers, dealers and customers. The incumbent sets priorities and establishes a work plan in order to complete broadly defined assignments and achieve desired results. Impacts key quality goals including Customer Satisfaction, C

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