Dealer Development Consultant

Caterpillar•Mesa, AZ

9h•Onsite

About The Position

Caterpillar Inc. is seeking a Dealer Development Consultant for its Electric Power Division (EPD). EPD provides integrated solutions, parts, and services for commercial and industrial electric power customers globally, supporting applications like back-up power for hospitals, emergency power during natural disasters, and critical infrastructure for data centers and municipalities. With over 95 years in the electric power business, the EPD team offers world-class expertise and adapts to changing demands, committed to sustainable and reliable solutions. The Dealer Development Consultant will be responsible for leading and managing relationships with dealers to market company products and services. This role also involves assisting in the development of dealer sales capability, market development, project development, project execution, commissioning, technicians, and aftermarket services.

Requirements

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. Level Working Knowledge: 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: Knowledge of the organization's industry group, trends, directions, major issues, regulatory considerations, and trendsetters; ability to apply industry knowledge appropriately to diverse situations. Level Working Knowledge: 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: Knowledge of the decision-making process and associated tools and techniques; ability to accurately analyze situations and reach productive decisions based on informed judgment. Level Working Knowledge: 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: 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. Level Working Knowledge: Delivers helpful feedback that focuses on behaviors without offending the recipient. Listens to feedback without defensiveness and uses it for own communication effectiveness. Makes oral presentations and writes reports needed for own work. Avoids technical jargon when inappropriate. Looks for and considers non-verbal cues from individuals and groups.
Relationship Management: Knowledge of relationship management techniques; ability to establish and maintain healthy working relationships with clients, vendors, and peers. Level Working Knowledge: 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.
Business Development: Knowledge of business development tools, techniques and approaches; ability to explore and develop potential areas of business growth for the organization. Level Basic Understanding: Describes the main technologies and tools used in similar or competing products or services. Identifies industry groups that would benefit from the organization's products and services. Identifies potential markets for the organization's products or services. Assesses the key components of an organization's business development plan.

Nice To Haves

Industry Experience working with dealers.
Basic understanding of Caterpillar’s products and services.
Working with cross-functional teams for project management.

Responsibilities

Understanding of business models and acting within the business process guidance on review.
Designing and assisting dealers on the process of forecast, sales/rental/used strategy planning, and sales techniques, supporting the rollout of new products.
Leading the training and process development of selling opportunities identification, customer satisfaction improvement and business relationship enhancement.
Primary Point of Contact for the Dealer leadership team across all LEPS matters except commercial.
Business and Performance Governance, Dealer Profiles Segment Growth Council Coordination
Dealer Capability Assessments 2.0 Performance Management Metrics / DDC Process Implementation & Adoption
Aged Dealer Inventory Management