Market Development Specialist

Career Area:
Marketing / Sales / Product Support

**Job Description**:
Position Objective:
This position for initial 1-2 years will be focused on assessing the targeted opportunities, exploring options, recommending strategy, and developing plans for market/business opportunities for Asia Pacific region.

Subsequently, this position will transition to business development and direct sales covering Australia, New Zealand, and PNG.

Nature and Scope

For first 1-2 years

Initially, the position will report to the Market Development Manager of Power Generation and will focus to generate new market growth into targeted markets. To be successful in this accountability, the incumbent shall have creative thinking to match customers and solutions and a business decision mentality and shall be able to measure ideas, opportunities, and risks in cash flows.

Success in this position requires frequent communication with customers, effective listening, intuitive understanding of customer needs in a changing marketplace, and proactive influencing skills with customers and key players. In addition, the ability to collaborate within Solar especially with the Sales force, Marketing and Customer Services.

Principal Accountabilities:

- Develops opportunities in the selected industries and cooperates with Sales to convert the opportunities to sales orders.
- Identifies decision-makers and key players for assigned markets segment. Develops, nurtures and maintains relationships with key players in the assigned markets. Is active in industry activities and associations of the assigned markets. Participates to exhibitions.
- Conducts or supervises market research (both desk & field) to profile assigned market segments. Monitors changes in market as they reflect on customer needs. Follows competitive action within the targeted market.
- Plans the ALPS (advertising, literature, promotion, shows) campaign for the assigned markets
- Identifies and recommends partnership/alliance strategies with key players of the assigned markets.
- Identifies distribution channels & market/sales coverage needed to reach customers.

After transitioning to Sales

Overall business development and the direct sale of new turbomachinery systems, construction services and associated aftermarket services for Australia, New Zealand, and PNG.

This is a key position which is critical to the company in achieving its business objectives and it has significant sales and territory responsibility. This role has both direct technical and commercial sales responsibility from inquiry to order and involves a high degree of autonomy and extensive travel.

Principal Accountabilities:

- Develop a sales plan and forecast for assigned territory to support company-wide goals and strategies
- Manage client relations, develops new contacts and markets
- Manage customer interface and on-going relations with clients to assure all technical services are delivered as expected, to assure the next sale, and to assure Solar delivers to customer expectations
- Responsible to keep up to date on competitor technical and commercial developments, tactics, provide market feedback, etc
- Ensure all activities to fulfil contracts are in compliance with all company policies

**Requirements**:

- Bachelor’s Degree in Mechanical, Chemical, Electrical Engineering, or equivalent
- Have minimum 5 years of knowledge in Power Generation, knowledge of economics and interest in understanding industrial production processes of PG customers.
- Good writing and oral communication skills required for presentation and preparation of accurate oral and well written documentation.
- Customer facing experience and business acumen. Direct sales experience preferred.
- Excellent negotiation experience with ability to represent the company positively
- Ability to connect cross culturally and functionally, to lead others in customer relations
- Strong leadership skills to secure resources necessary to prepare proposals, deliver on commitments and to influence the customer to select our products
- Travel requirement 50 - 75%
- VISA eligibility: Applicants must be currently eligible to work in the country in which this position is located.

Caterpillar is an Equal Opportunity Employer (EEO).

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