Manager Sales

Career Area:

Sales

Job Description:

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.

WE BUILD WHAT MATTERS

What matters most to you? Is it being part of a strong team? Supporting your family? Solving global problems? You can do these and more at Caterpillar; where your work enables progress around the globe, and you contribute to meaningful work. Together, we can build what matters

About SPM Oil & Gas

SPM Oil & Gas, a Caterpillar company, provides superior products and service solutions to make our customers more efficient and lower total cost of ownership. Globally, we deliver engineered oilfield and drilling equipment repair and certification, mechanical and rotating equipment repairs and upgrades, rapid prototyping of spare parts, robust asset management, operation and maintenance and field engineering services. We offer a wide range of career opportunities across a variety of technical and business roles in engineering and service locations worldwide. Join our team and help build engineering solutions that change the industry.

We are currently looking for a Manager Sales in Midland, Texas. As a Manager Sales, you will be managing a team of pressure control account managers. The Manager Sales establishes and maintains relationships across new and existing customers and promotes the sale of pressure control products and services to new accounts and optimizes sales opportunities through in-depth knowledge of client activities and plans. This person and their team grow market share and revenue within the region.

Job Duties/Responsibilities may include, but are not limited to:

Manages the development of business proposals & sales quotes.
Manages the development of opportunity assessments and engagement plans.
Act an escalation point for negotiation of sales quotes.
Understands the rationale for business both lost and won and creates associated action plans.
Deliver business plan sales and market share targets for the company products in a given industry segment or market.
Develop sales and marketing plan and manage merchandising plans to achieve business plan targets for company products and services.
Ensuring customer satisfaction through management of product and commercial issues; Overseeing service goodwill spending on all products within the industry segment.
Leading the selling opportunities identification, customer satisfaction improvement and business relationship enhancement.

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.
Industry Knowledge: Knowledge of the organization's industry group, trends, directions, major issues, regulatory considerations, and trendsetters; ability to apply industry knowledge appropriately to diverse situations.
Level Extensive Experience:
Educates others on own organization in terms of the industry - its market position, niche (if any), etc.
Compares and contrasts the latest developments and emerging issues in the industry.
Raises coworkers' awareness of industry standards, practices, and guidelines.
Assesses how regulatory and reporting requirements apply to own organization.
Explains the development of industry segments - trends, consequences, key issues.
Discusses industry-specific cycles and associated considerations.
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 Extensive Experience:
Differentiates assumptions, perspectives, and historical frameworks.
Evaluates past decisions for insights to improve decision-making process.
Assesses and validates decision options and points and predicts their potential impact.
Advises others in analyzing and synthesizing relevant data and assessing alternatives.
Uses effective decision-making approaches such as consultative, command, or consensus.
Ensures that assumptions and received wisdom are objectively analyzed in decisions.
Effective Communications: Understanding of effective communication concepts, tools, and techniques; ability to effectively transmit, receive, and accurately interpret ideas, information, and needs through the application of appropriate communication behaviors.
Level Working Knowledge:
Delivers helpful feedback that focuses on behaviors without offending the recipient.
Listens to feedback without defensiveness and uses it for own communication effectiveness.
Makes oral presentations and writes reports needed for own work.
Avoids technical jargon when inappropriate.
Looks for and considers non-verbal cues from individuals and groups.
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 Working Knowledge:
Works to achieve win-win in negotiations, rather than taking a win-lose approach.
Focuses on issues rather than personalities.
Uses active listening and probing techniques to surface problems, issues, and interests.
Demonstrates a willingness to examine own position.
Presents own position and listens attentively to position of others.
Relationship Management: Knowledge of relationship management techniques; ability to establish and maintain healthy working relationships with clients, vendors, and peers.
Level Extensive Experience:
Communicates to clients regarding expectations of all parties.
Participates in negotiating the terms of the business relationship.
Conducts periodic reviews of work effort, progress, issues, and successes.
Maintains productive, long-term relationships with clients or vendors.
Creates opportunities to educate support teams on client priorities.
Empowers others to establish collaborative, healthy relationships.
Business Development: Knowledge of business development tools, techniques, and approaches; ability to explore and develop potential areas of business growth for the organization.
Level Working Knowledge:
Summarizes the stages of the business development lifecycle.
Assists in developing new geographical areas for the organization's products or services.
Implements common business development incentive programs.
Assists in creating an incentive plan to encourage new business growth and development.
Research approaches for exploring new business opportunities.
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.
Level Working Knowledge:
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.

Top Candidates Will Have:

Extensive experience in Pressure Control (flow iron, missile, frac tree, zipper, etc) Equipment & Services.
Sales team management experience.
Experience in the Permian Basin & Relevant Industry sales contacts.

Employee benefit details:

Our goal at Caterpillar is for you to have a rewarding career. Our teams are critical to the success of our customers who build a better world.

Here you earn more than just a salary because we value your performance. We offer a total rewards package that provides benefits on day one (medical, dental, vision, RX, and Pension) along with the potential of an annual bonus.

Additional benefits include paid vacation days and paid holidays (prorated based upon hire date).

Caterpillar is not currently hiring individuals for this position who now or in the future require sponsorship for employment based non-immigrant and immigrant visas. However, as a global company, Caterpillar offers many job opportunities outside of Canada which can be found through our employment website

Final details:

Please frequently check the email associated with your application, including the junk/spam folder, as this is the primary correspondence method. If you wish to know the status of your application - please use the candidate log-in on our career website as it will reflect any updates to your status.

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