As Business Development Manager within Cat Solutions, a part of Caterpillar's Mining Technology Enabled Solutions group, you will proactively promote and sell the full range of Cat Solutions for Mining offerings, including the equipment health product portfolio, integrated/enterprise solutions, and mining productivity and equipment health consulting. You will research the mining industry marketplace, and plan sales events and campaigns.
Product, solution and consulting sales opportunities shall be identified, progressed, managed and completed, directly and through the Cat Dealer network. All sales leads and opportunities will be managed in a designated customer relationship management system. You will also engage the broader Cat Solutions for Mining team, providing subject matter expertise, strategic direction, go-to-market approach, and sales input. As part of this team, you will help provide and maintain an organizational climate and culture which encourages innovation, collaboration, excitement, commitment and a sense of urgency towards business success.
Manage the overall sales effort, directly and through the Cat Dealer network, for Cat Solutions for Mining services and solutions.
Actively promote and sell the full portfolio of Caterpillar Equipment Health products, services and subscriptions, including Equipment Care Advisor, MineStar Health, MineStar Analyze and Product Link Elite.
Actively promote and sell Mining Productivity and Maintenance consulting services.
Actively promote and sell integrated/enterprise Maintenance solutions for Asset Management.
Proactively generate sales leads, undertake lead qualification, progress and negotiate deals, convert to sales, and handover to the solution delivery team.
Operate with clients at various levels, including operations, maintenance, management and corporate.
Coordinate sales and marketing events and campaigns.
Coordinate technical sales support for the sales process.
Maintain and manage sales opportunities in Salesforce. Update individual deal status and develop forecast and business progress reports.
Perform commercial and pricing functions, write proposals and quotations.
Coordinate with the Cat Legal department for sales contracts, and other legal documents.
Support the broader Cat business units for representation of Cat Solutions offerings, together with mining technology and mining equipment.
Coordinate with the Cat Dealer network where required for go-to-market activities.
Coordinate with the Cat Partner ecosystem for design, build and commercialization of integrated solutions.
Provide considerable interaction in a multi-functional team environment. Provide various technical and business input, advice and influence to facilitate team progress and marketplace offerings.
Provide leadership role to Cat Solutions for strategic direction, offerings and go-to-market business model.
Significant domestic and international travel is required: approx. 50%.
Broad knowledge of the Mining Productivity and Equipment Maintenance domains.
Strong background in Technology, Analytics, Systems Integration and Consulting.
Some experience with Mining Technology Systems around machine guidance, fleet management, mobile safety, equipment health and autonomous operations would be desirable. Some experience with mineral processing plants would also be desirable.
Experience in Technology Sales. Ability to identify, engage and manage sales opportunities directly, and through a distribution channel. Ability to proactively pursue new clients and sales opportunities, as well as cross-selling opportunities across existing clients.
Experience in progressing sales through the full sales process: lead generation, qualification, opportunity identification, technical sales support, commercial, progression and deal conversion.
Commercial experience in formulating pricing, preparing quotations and proposals.
Technical and functional experience in formulating market approach and messaging.
Ability to forge strong business relationships with clients at all levels, including operations, maintenance, site management and corporate.
Experience in marketplace assessment to determine market opportunity, size, sales approach and sales campaigns.
Strong interpersonal skills to deal with complex and sensitive issues, both inside and outside the company. Ability to work across multiple business units within Caterpillar.
Strong communications skills, both written and verbal.
Strong presentation skills, including verbal, whiteboard and PowerPoint.
Experience with Salesforce for lead generation and opportunity tracking.
Bachelor's level University/College Degree in a relevant field or equivalent.
Ten years of progressively responsible job-related experience is required.
Bachelor's level University/College Degree in a relevant technical discipline would be desirable, e.g. Mining, Mechanical, Industrial, Technology, etc.
Master of Business Administration would be desirable.
Project Management certification would be desirable.
This position will be located ineither Miami, FL or Santiago, Chile.
Required Language: English, Spanish and Portuguese
Caterpillar is not currently hiring individuals for this position who now or in the future require sponsorship for employment visa status; however, as a global company, Caterpillar offers many job opportunities outside of the U.S. which can be found through our employment website at www.caterpillar.com/careers