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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.

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 helping customers build a better, more sustainable world and are committed and contributing to a reduced-carbon future. Our innovative products and services, backed by our global dealer network, provide exceptional value that helps customers succeed.

Caterpillar's Electric Power Division (EPD) offers integrated solutions, parts, and services to meet the needs of our various commercial and industrial electric power customers. EPD supports a wide range of customer applications across the globe, including providing back-up power to hospitals, providing emergency power when natural disasters strike, and supporting critical infrastructure for data centers, municipalities, and more. With a rich history of more than 95 years in the electric power business, our team has world-class expertise and a proven ability to adapt to changing demands. We’re committed to providing sustainable and reliable solutions to our customers. Join our team to help build a better, more sustainable world for future generations!

Job Summary:

As a Business Development Manager in the Electric Power Division, you will be out in front of the industry working directly with our end use customers to understand their needs, propose solutions to challenges they didn’t anticipate and develop energy outcomes to serve their future power needs. In this role, you will be responsible for driving incremental volume in the prime power generation space. Whether it’s CHP (Combined Heat and Power), Utility Capacity (Bridge to Grid), Biogas, Mine Site Electrification or another industry that needs reliable power, you will be there to support and fuel the growth.

What You Will Do: ​

• Engage with our customers to develop integrated customer offerings, anticipating and meeting their energy needs
• Grow relationships with key accounts to secure long term agreements on generator set demand
• Have a direct relationship with large key consulting engineers and EPCs.
• Develop professional network both internally and externally.
• Develop awareness of commercial aspects of procurement to help make strategic sourcing recommendations in support of the cost, quality, and velocity objectives of the commodity.
• Develop skills to build long-term external relationships with customers as well as internal relationships with business unit customers are also expected.
• Leverage on knowledge of others, develops and nurtures strategic relationships with end customers.
• Develop and secure Customer Value Agreement growth with all customer solutions.
• Deliver business plan and market share targets for the company products in a given industry segment or market.

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.

• Significant progressive job-related experience – within the Power Generation or Oil & Gas/Mining industries with a focus on transitioning to electrified solutions.
• Facilitates creation of the 'right' products and services to resolve customer business issues.
• Fosters strong customer relationships via delivery on commitments, open communication, and on-going feedback/improvement.
• Anticipates customer needs, focusing efforts to proactively meet needs and exceed customer 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.

• Familiar with switchgear, power generation, reciprocating gas and diesel engines, battery energy storage systems (BESS), PV and microgrids.
• Connections with industry consultants & EPCs
• Advises colleagues on implementation and operational 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.

• Applies an assigned technique for critical thinking in a decision-making process.
• Participates in documenting data, ideas, players, stakeholders, and processes.

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.

• Delivers helpful feedback that focuses on behaviors without offending the recipient.
• Listens to feedback without defensiveness and uses it for own communication effectiveness.
• 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.

• Protects own position, while demonstrating willingness to achieve win-win.
• Identifies similarities and differences in position and assesses impact on discussions.

Relationship Management: Knowledge of relationship management techniques; ability to establish and maintain healthy working relationships with clients, vendors, and peers.

• Communicates to clients regarding expectations of all parties.
• Participates in negotiating the terms of the business relationship.
• Maintains productive, long-term relationships with clients or vendors.
• Creates opportunities to educate support teams on client priorities.

Account Management: Knowledge of account management; ability to manage day-to-day activities, providing services and support to existing clients.

• Analyzes the sales history and current activity for a specific account.
• Coordinates with internal support functions to meet unique client needs.
• Provides account management support to a specific customer or 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.

• Acquires and retains customers in multiple settings using 'value selling' techniques.
• Coaches others on the application of 'value selling' principles and practices.
• Delivers value-added services to customers beyond delivery of a purchased product, technology or service consistently.

Top candidates will have:

• Proven leadership skills and ability to sell ideas
• Effective Influencing tactics and strategies
• Experience working in power generation space

Additional Info: ​

• This role requires travelling up to 75% of the time within Australia & Pacific Islands, occasionally travel will be required outside of region.
• This position requires working onsite five days a week.

Additional Information:

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

Posting Dates:

Caterpillar is an Equal Opportunity Employer.  Qualified applicants of any age are encouraged to apply

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