Senior Manager Business Development - Dealer Management

Caterpillar•Peoria, IL

10h

About The Position

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. Cat Digital is the digital and technology arm of Caterpillar Inc., leveraging the latest technologies to build industry leading digital solutions for our customers and dealers. With over 1.5 million connected assets worldwide, our teams use data, technology, advanced analytics, telematics and AI capabilities to help our customers build a better, more sustainable world. Job Summary: The Senior Manager Business Development is responsible for the overall management of strategic relationships with digital vendors that will provide services to CAT dealers. This position ensures alignment of the vendor with CAT Dealer’s and CAT Digital’s business goals and objectives through supporting vendor evaluation and selection, overseeing vendor relationship and performance and managing vendor risks. This position will work closely with CAT Digital Vendor Management. Job Related Statistics: Accountable for vendor management and procurement activities for CAT Digital (>$150M in annual expenditure) The scope of work is global, across all key functions of CAT Dealer ERP Program Primary Internal Interface: Managers/Directors/Business Unit Heads Personnel: 3-5 Cat employees

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.
Relationship Management: Knowledge of relationship management techniques; ability to establish and maintain healthy working relationships with clients, vendors, and peers.
Strategic Thinking: Knowledge of the importance of "big picture" thinking and planning; ability to apply organizational acumen and competitiveness to identify and maintain focus on key success factors for the organization.
Value Selling: Knowledge of the principles and practices for selling products, technology and services; ability to provide overall product/service 'value' and to differentiate support offerings that address clearly understood customer needs.
Bachelor's Degree (BA or BS) from four-year college or university preferred
Extensive experience with deep understanding of Source-to-Pay life cycle, supplier relationship management and contracting best practices
This position will have proven leadership skills to manage, coach and develop teams of 5+ and drive top performance.
The position will have the ability to negotiate appropriate and meaningful remedies with internal and external stakeholders, as well as strong facilitation and interpersonal skills to drive coordination between vendors and business stakeholders.
The position should be able to show strong project management & process skills to ensure execution continuity across entire vendor management process.

Nice To Haves

Having deep market knowledge of digital/IT services, software and hardware and current digital trends will be a preferred qualification.
Caucus Certification of Certified Technology Procurement Executive (CTPE)

Responsibilities

Developing CAT Dealer ERP System Integrator Strategy
Translate CAT Digital and CAT Dealer strategy and business needs into strategy.
Establish policies, standards, processes and templates for working with vendors.
Develop and refine supplier segmentation frameworks for classifying and prioritizing suppliers.
Collaborate with internal stakeholders to support sourcing activities
Coordinate with CAT Digital VMO and FSD Indirect Procurement, business units and other key functions on sourcing methods, vendor evaluation & selection, and negotiation.
Assist business and functional teams with transition and transformation planning, due diligence and implementation
Manage vendor relationship
Develop standard communication policy to convey key decisions, expectations, etc. to suppliers (includes email correspondence, virtual meetings, and site visits).
Coordinate and conduct senior-level meetings between suppliers and CAT Dealer to ensure strategic alignment.
Serve as a point of escalation to resolve issues and disputes.
Partner with strategic vendor to identify development and co-investment opportunities and drive continuous capability improvement.
Proactively monitor and manage vendor performance and risks
Identify requirements and define process and tools to monitor supplier performance (scorecards, KPIs, dashboards) and report progress periodically
Assess and report on vendors’ qualifications and risk, including financial and supply continuity risk (incl. financial, skills, tools, and the use of third parties)
Strategically managing contract and commercial terms
Ensure compliance, resolve contract disputes, and prevent savings leakage
Establish a process and manage team to draft, modify, renew, finalize and/or terminate existing supplier contracts
Oversee procurement operations
Oversee the governance of execution and processing of purchase requisition, purchase orders, invoices and receipts
Oversee the governance of reconciliation of contracts, purchase orders and payments through PO and Invoice matching
Manage Business Operations talent development
Provide appropriate support/training to Business Operations organization
Drive a high-performance culture through performance targets, development plan, engagement strategy and regular performance reviews.
Hire the right talent for the right roles based on skills and competencies.