Career Area:

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 EPD

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 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!

Role Definition

The Energy Sales Executive is responsible for developing and managing customer relationships, identifying new business opportunities, and driving growth of Caterpillar's Energy Services solutions. This role focuses on helping customers optimize energy usage, lower costs, improve sustainability outcomes, and enhance operational resilience through a portfolio of energy management, demand response, distributed energy resource, and related service offerings. 

Working closely with internal stakeholders and customers, the incumbent will build a strong pipeline of opportunities, deliver value-based solutions, and contribute to the continued growth of Caterpillar's Energy Services business. 

What You Will Do

• Identify, develop, and pursue new business opportunities across targeted customer segments. 
• Establish and maintain strong relationships with customers, partners, and internal stakeholders. 
• Lead sales activities throughout the customer lifecycle, including prospecting, qualification, proposal development, negotiation, and closing. 
• Communicate the value proposition of Energy Services solutions and tailor recommendations to customer needs. 
• Conduct customer discovery sessions to understand business objectives, operational challenges, energy strategies, and sustainability goals. 
• Support the development and execution of territory and account growth plans. 
• Collaborate with technical, operational, and commercial teams to deliver high-quality customer solutions. 
• Maintain accurate opportunity and customer information within CRM and other sales management tools. 
• Monitor market trends, competitor activity, customer needs, and industry developments to identify growth opportunities. 
• Participate in customer reviews and business planning discussions to improve customer satisfaction and expand relationships. 
• Support the rollout of new products, services, and customer offerings. 
• Consistently achieve sales targets, pipeline objectives, and business growth expectations. 

What You Will Have (Required Skills)
Customer Focus: Working 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.
• 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: Working knowledge of the organization's industry group, trends, directions, major issues, regulatory considerations, and trendsetters; ability to apply industry knowledge appropriately to diverse situations.

• Discusses industry-specific flagship products and services.
• Demonstrates current knowledge of the regulatory environment for industry segment.
• Describes the contribution of own function as it relates to the industry segment.
• Participates in major industry professional associations; subscribes to industry-specific publications.
• Currently works with a major industry segment and associated functions and features.

Decision Making and Critical Thinking:  Working 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.
• Identifies, obtains, and organizes relevant data and ideas
• Participates in documenting data, ideas, players, stakeholders, and processes.
• Recognizes, clarifies, and prioritizes concerns.
• Assists in assessing risks, benefits and consideration of alternatives.
  

Effective Communications: Basic 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.

• Describes non-verbal behaviors that influence the interpretation of the message.
• Cites examples of effective and ineffective communications.
• Explains the importance of effective business communication.
• Speaks/writes using correct language, mechanics, and gestures.
  

Relationship Management: Working 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.
• Monitors client satisfaction levels on a regular basis.
• 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.
  

Value Selling: Basic 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.

• Presents product, technology or service costs and benefits in reaction to prospect or customer requests.
• Describes general concepts, practices and benefits of value-based versus product selling.
• Documents proposed product/service solutions to be presented to potential customers.
• Pursues additional 'value selling' education or training to enhance traditional sales practices.

Additional Information:    

• The primary work location is Dallas, TX
• Additional Location: Mossville, IL
• Domestic relocation will be considered for this position.
• Visa sponsorship is NOT available with this position.
• This position may require up to 30% domestic travel.

Summary Pay Range:

Compensation and benefits offered may vary depending on multiple individualized factors, job level, market location, job-related knowledge, skills, individual performance and experience. Please note that salary is only one component of total compensation at Caterpillar. 

Benefits:

Subject to plan eligibility, terms, and guidelines. This is a summary list of benefits.

• Medical, dental, and vision benefits*

• Paid time off plan (Vacation, Holidays, Volunteer, etc.)*

• 401(k) savings plans*

• Health Savings Account (HSA)*

• Flexible Spending Accounts (FSAs)*

• Health Lifestyle Programs*

• Employee Assistance Program*

• Voluntary Benefits and Employee Discounts*

• Career Development*

• Incentive bonus*

• Disability benefits

• Life Insurance

• Parental leave

• Adoption benefits

• Tuition Reimbursement

* These benefits also apply to part-time employees

Posting Dates:

Any offer of employment is conditioned upon the successful completion of a drug screen.

Caterpillar is an Equal Opportunity Employer, Including Veterans and Individuals with Disabilities.  Qualified applicants of any age are encouraged to apply.

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