Carolina CAT – Senior Sales Engineer

Job Posted: October 16th, 2021

Location: Charlotte, North Carolina, US

Summary

The Senior Sales Engineer is responsible for actively driving and managing the technology evaluation stage of the sales process, working in conjunction with the sales team as the key technical advisor and product advocate for Caterpillar power systems products. The role combines technical knowledge with sales skill to profitably grow revenue for the company and maximize market share.  This position requires strong technical acumen, is assertive, personable, solutions-oriented, and able to build and maintain business relationships. The ability to work with people and teams is essential - therefore mirroring the value profile of Carolina CAT.

The Senior Sales Engineer identifies new sales opportunities and manage a book of assigned business, develop sales proposals, estimates, and presentations.  Must be able to identify all technical issues of assigned accounts to assure complete customer satisfaction through all stages of the sales process.  

Role and Responsibilities:

  • Strategically identify and develop new opportunities to grow power systems sales profitably with new and existing customer.  Develop and execute plans for existing and potential target accounts.
  • Partner with the customer to understand their business and serve as a trusted advisor who understands their needs for power distribution systems. Customer relationships are critical to Power Systems.
  • Skillfully construct and execute sales plans solving for total customer solution power projects. Provide clear and accurate responses for RFPs and contribute technical solutions directly to proposals.
  • Think critically and suggest improvements that lead to risk mitigation, cost savings, profitable revenue growth or other customer goal achievement.
  • Operates in a team-based environment by coordinating with sales operations, project management, and all services teams required to scope and fulfill all project requirements.
  • Develops a close working relationship with CAT, its field representatives, Sales representatives, to achieve customer satisfaction and cost containment.
  • Understand and Report on significant market trends and competitive intelligence.
  • Maintain and document customer interactions within a CRM and quoting system from first meeting to deal closure and follow-up activities.

Key Traits for Success:

  • Customer Empathy - Develop “loyal” and not just “satisfied” customers – Demonstrate understanding and expertise about our customers through business partnership, integrity, commitment and responsiveness.
  • Be a Team Player - Be an “enterprise thinker” when discussing solutions with customers.  Predisposition towards prospecting and team selling - passing leads, intentionally helping teammates, including cross-functional and departmental networking. Ability to quickly assimilate and integrate with the team, creating opportunities to support the team.
  • Have a Sense of Urgency – Bias towards action, prioritizing customer needs and service while also achieving constant, forward movement in the sales process.
  • Be a Critical Thinker - Leverage our entire product, services and technology portfolio to provide solutions to customers’ problems and create growth accelerators for customers’ businesses. Highly resourceful; strong emotional intelligence, self-motivation, with high level analytical skills.
  • Have Intellectual Curiosity - Push yourself on hard and soft skills training and development, continuously.
  • Develop and deliver technically competent, customer facing product walk-arounds, product demonstrations and sales presentations that align with customer goals, challenges and growth objectives.
  • Display Competitiveness and Resilience – Demonstrated persistence and ability to handle rejection. Fanatical about understanding and executing the sales process.  Proof that you create your own economy.

Supervisory Responsibilities

This job has no supervisory responsibilities.

Qualifications

The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable Accommodations may be made to enable individuals with disabilities to perform the essential functions.

Education and/or Experience

  • BS Mechanical or Electrical Engineering and 10+ years technical sales experience
  • 10+ years relevant experience in CAT power systems sales preferred.
  • Extensive knowledge, experience and familiarity with CAT power gen products as well as paralleling switchgear
  • Ideal candidate must be self-motivated with a proven track record in sales and knowledge of power systems. Comfortable in the dynamic atmosphere of a technical organization with an expanding customer base. Must possess strong presentation skills and be able to communicate professionally in written responses to emails, RFPs, and when submitting reports. Organized and analytical, able to eliminate sales obstacles through creative and adaptive approaches. Must be prepared for some travel.

Computer Skills

MS Office products, Sales CRM systems, Sales quoting system

Certificates, Licenses, Registrations

Language Skills

Ability to read and interpret documents such as safety rules, operating and maintenance instructions, and procedure manuals. Ability to write routine reports and correspondence. Ability to speak effectively before groups of customers or employees of organization.

Mathematical Skills

Ability to calculate figures and amounts such as discounts, interest, commissions, proportions, and percentages. Ability to apply equipment sizing to respond to customer needs. Have strong financial acumen in order to create and execute customers solution sales plans.

Reasoning Ability

Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists. Ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form.

Workplace Requirements

Physical Demands

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

While performing the duties of this Job, the employee is regularly required to stand; walk; use hands to finger, handle, or feel; reach with hands and arms and talk or hear. The employee is occasionally required to climb or balance; stoop, kneel, crouch, or crawl and taste or smell. The employee is frequently required to sit. The employee must frequently lift and /or move up to 25 pounds. Specific vision abilities required by this job include close vision, distance vision, color vision, peripheral vision, depth perception and ability to adjust focus.

Work Environment

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

While performing the duties of this Job, the employee is regularly exposed to moving mechanical parts. The employee is occasionally exposed to high, precarious places; fumes or airborne particles; outside weather conditions and vibration. The employee is occasionally exposed to wet and/or humid conditions; toxic or caustic chemicals; extreme cold; extreme heat and risk of electrical shock. The noise level in the work environment is occasionally loud.

Job Location:
Charlotte, NC

 

 

 

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