Senior Manager, Aftermarket Commercial Development & Strategy

Caterpillar Inc.•Peoria, IL

2d•Onsite

About The Position

Caterpillar’s Building Construction Products (BCP) Division is seeking a dynamic and results-driven Senior Manager, Aftermarket Commercial Development & Strategy to support an exciting growth opportunity. The Senior Manager, Aftermarket Commercial Development & Strategy will shape and scale BCP Services’ commercial offerings on a global stage, creating customer‑driven solutions and programs that strengthen engagement and power business objectives.

Requirements

Customer Focus: Facilitates creation of the 'right' services and offerings to resolve pain points, proactively meet needs and exceed expectations of our customers
Fosters strong internal, dealer and customer relationships via delivery on commitments, open communication, and on-going feedback/improvement.
Advises others on creating customer focused environments in various scenarios.
Measures and observes customer engagement and results based on offerings to ascertain and implement improvement alternatives.
Communicates and models the criticality of customer focus as an organizational strategy.
Business Development: Teaches others about a variety of tools and techniques for evaluating market potential.
Develops standard processes to maximize business efficiency and effectiveness.
Coaches others on the design and implementation of programs to present services and offerings to new and known markets.
Develops strategies to present new business ideas to small and large perspective business partners.
Analyzes alternative business development approaches and strategies.
Designs common and industry-specific benchmarks for business development.
Industry Knowledge: Educates others on own organization in terms of the industry - its market position, niche (if any), etc..
Compares and contrasts the latest developments and emerging issues in the industry.
Raises coworkers' awareness of industry standards, practices and guidelines.
Assesses how regulatory and reporting requirements apply to own organization.
Explains the development of industry segments - trends, consequences, key issues.
Discusses industry-specific cycles and associated considerations.
Decision Making and Critical Thinking: Differentiates assumptions, perspectives, and historical frameworks.
Evaluates past decisions for insights to improve decision-making process.
Assesses and validates decision options and points and predicts their potential impact.
Advises others in analyzing and synthesizing relevant data and assessing alternatives.
Uses effective decision-making approaches such as consultative, command, or consensus.
Ensures that assumptions and received wisdom are objectively analyzed in decisions.
Relationship Management: Communicates to clients regarding expectations of all parties.
Participates in negotiating the terms of the business relationship.
Conducts periodic reviews of work effort, progress, issues, and successes.
Maintains productive, long-term relationships with clients or vendors.
Creates opportunities to educate support teams on client priorities.
Empowers others to establish collaborative, healthy relationships.

Nice To Haves

Product-Based Strategy Development: Lead the development and execution of a comprehensive, product-led commercial strategy aligned with business objectives and customer needs.
Translate market insights, customer feedback, and portfolio performance into actionable growth initiatives across the aftermarket lifecycle.
Customer Experience Excellence: Demonstrated success in delivering an exceptional end-to-end customer experience, with a strong focus on value creation, customer satisfaction, and long-term loyalty.
Partner cross-functionally to ensure customer-centric solutions are embedded into product, pricing, and commercial initiatives.
Data-Driven Decision Making: Strong experience leveraging data, analytics, and business insights to inform strategy, identify growth opportunities, and measure performance.
Ability to synthesize complex data into clear recommendations for senior leadership and key stakeholders.
Global Commercial Experience: Proven experience operating in a global, matrixed commercial environment, including collaboration across regions, cultures, and time zones.
Track record of driving alignment and execution of commercial strategies across international markets.

Responsibilities

Identify and analyze the evolving needs of Small Contractor customers within the construction industry, translating insights to address service gaps and unlock sales opportunities.
Partner with sales execution teams to design, implement, and manage sales programs aligned with short‑ and long‑term growth strategies, including the development and delivery of effective sales training.
Manage and direct a global development and sales support organization, setting clear priorities, driving cross‑functional execution, and enabling teams to achieve customer engagement and revenue objectives.