Senior Marketing & Sales Operations Consultant (Sales Funnel)

Caterpillar Inc.•Peoria, IL

1d•$128,470 - $192,710•Onsite

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. Our Americas Distribution Services Division (ADSD) provides governance and administration of Cat® dealers across the U.S., Canada, and Latin America. As the Senior Marketing & Sales Operations Consultant (Sales Funnel), you will lead the development and continuous improvement of dealer sales funnel processes. You will establish and optimize processes to capture and manage dealer-generated leads, improve opportunity visibility, and drive consistent funnel governance across business segments. Working closely with Caterpillar dealers, you will help ensure effective use of CRM platforms and connected digital tools, facilitate opportunity review processes, and promote timely lead follow-up and feedback to improve sales performance and customer engagement. In this role, you will also serve as a subject matter expert on CRM capabilities and digital workflows. You will partner closely with Cat Digital and internal stakeholders to identify system enhancements, improve data quality, and ensure sales funnel processes are effectively supported by technology. Leveraging your understanding of CRM platforms, integrations, and digital sales ecosystems, you will help translate dealer and business needs into scalable process and system improvements.

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.
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.
Relationship Management: Knowledge of relationship management techniques; ability to establish and maintain healthy working relationships with clients, vendors, and peers.
Problem Solving: Knowledge of approaches, tools, techniques for recognizing, anticipating, and resolving organizational, operational or process problems; ability to apply knowledge of problem solving appropriately to diverse situations.
Negotiating: Knowledge of successful negotiation concepts and techniques; ability to negotiate successfully across the organization and with external vendors and clients in a constructive and collaborative manner.
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.

Nice To Haves

Deep understanding of CRM platforms such as Salesforce, Microsoft Dynamics, or similar systems.
Experience with sales funnel management, lifecycle processes, and opportunity governance.
Knowledge of CRM workflows, customer data structures, and opportunity management frameworks.
Understanding of CRM-to-ERP integrations, APIs, and connected business systems.
Experience with data quality management, governance practices, and reporting dashboards.
Strong business requirements gathering, process documentation, and stakeholder management skills.
Ability to translate business and dealer needs into technology and process solutions.
Experience supporting digital transformation, platform adoption, and customer engagement initiatives.
Knowledge of enterprise digital ecosystems, customer data management, and business intelligence tools.
Strong analytical and problem-solving skills with experience performing root cause analysis across systems and processes.

Responsibilities

Lead initiatives that strengthen end-to-end sales funnel management across Caterpillar's dealer network.
Establish and improve processes for capturing, tracking, and governing dealer-generated leads and sales opportunities.
Partner with dealers to drive CRM adoption, funnel discipline, data quality, and opportunity management best practices.
Facilitate governance reviews that evaluate business opportunities across product lines, customer segments, and regions.
Monitor dealer participation and performance in Prioritized Service Events (PSE) and Prime Product funnel initiatives.
Collaborate with Construction Industries (CI), Resource Industries (RI), Power & Energy (P&E), and Cat Digital to improve sales funnel effectiveness and achieve business targets.
Gather dealer and business requirements and translate them into recommendations for CRM enhancements, system integrations, and digital solutions.
Support CRM and digital ecosystem initiatives by identifying opportunities to improve data flow, connectivity, user experience, and reporting capabilities.
Analyze process and system performance to identify root causes, drive continuous improvement, and enhance customer and dealer experiences.
Partner across Caterpillar divisions and dealer organizations to create seamless digital and physical customer experiences.
Perform additional responsibilities as assigned.