Systems Territory Specialist

**Career Area**:
Sales

**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**

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.

We are looking for top talent to build and scale the next generation of technologies, products and services to help our customers build a better—more sustainable—world. We need self-motivated, intelligent and team-oriented individuals to make our plans a reality. Individuals with high emotional intelligence, humility and openness to discovery will thrive in the teams we are building. Join our team to help build a better, more sustainable world for future generations

**The opportunity**:
The Systems Territory Specialist (STS) supports EP Sales and Business Development teams in evaluating customer energy requirements and creating project-specific solutions to offer for sale. The STS will utilize their combination of technical and commercial expertise to communicate the value proposition of the system to meet the desired energy outcome for our customer.

**What you will do**:

- Enables participation of and preference for Caterpillar systems components to fulfil our customers' energy needs.
- Supports Caterpillar Sales and Business Development teams in developing and offering comprehensive systems including controls, power distribution and power generation assets. Acts as the technical and commercial expert for system-level solution selling.
- Accurately tracks and communicates forecast, sales strategy planning, and sales techniques; supporting the rollout of new products.
- Understands territory codes, standards, competitive and market trends and positions offerings to maximize opportunity capture rate. Provides feedback to EP leadership on recommended product development and go-to-market strategy based on that understanding.
- Collaborates with peers in Sales and Business Development teams for collective continuous improvement.

**What you will have**:
**Education**:
A degree in electrical engineering or design or equivalent work experience in electrical system solutions.

Industry Knowledge - Level Working Knowledge:

- Strong working knowledge of applicable electrical codes and standards for Europe/Africa/Middle East market

Customer Focus - Level Extensive Experience:

- Facilitates creation of the right electrical system solutions 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.
- Measures and observes customer satisfaction levels to ascertain and implement service improvement alternatives.
- Communicates and models the criticality of customer focus as an organizational strategy.

Negotiating - Level Working Knowledge:

- Works to achieve win-win in negotiations, rather than taking a win-lose approach.
- 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

Effective Communications - Level Extensive Experience:

- Effectively coach and influence internal and external stakeholders
- Reviews others' writing or presentations and provides feedback and coaching.
- Adapts documents and presentations for the intended audience.
- Employs appropriate methods of persuasion when soliciting agreement.

Value Selling - Level Extensive Experience:

- Acts as the technical and commercial expert for system-level solution selling.
- Acquires and retains customers in multiple settings using 'value selling' techniques.
- Qualifies and tracks sales prospects based on a clear understanding of customer business needs and the service company's determined ability to meet those needs.
- Delivers value-added services to customers beyond delivery of a purchased product, technology or service consistently.
- Solicits feedback from the customer community as a valued service provider.

**Additional information**:

- There is a 50% - 75% travel requirement across Europe

**Flexible working arrangements will be considered for this role, in-line with the needs of the business.**

**About Caterpillar**

Caterpillar Inc. is the world’s leading manufacturer of construction and mining equipment, off-highway