Senior Marketing & Sales Operations Consultant (Sales Funnel)

Caterpillar Inc.•Peoria, IL

5d•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 be responsible for establishing a process to capture data, and dealer generated leads into the dealer sales funnel process. Ensure dealers have the proper funnel systems (CRM, API), dedicated governance process to review opportunities by segment, cadence to submit opportunities feedback, and industry alignment lead follow up.

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

Creativity: Knowledge of the approaches, tools, and techniques for promoting creative, original thinking and ability to apply it to a variety of business situations.
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.
Project Management: Knowledge of effective project management strategies and tactics; ability to plan, organize, monitor, and control projects, ensuring efficient utilization of technical and administrative resources to achieve project objectives.
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, or equivalent years of professional, job-related experience.
Previous work experience with Caterpillar dealers in the Sales, Operations, or Marketing space.
Experience with Sales Funnel Management Processes
Previously demonstrated experience in a staff role that required management of multiple projects and senior leadership report-outs.

Responsibilities

Identify key capabilities to support end-to-end sales funnel management process.
Continuous improvement with our dealer partners on governance of all business opportunities.
Operational evaluation with dealer Prioritized Service Event(s) (PSE) and Prime Product funnel management for all segments.
Collaborate with Construction Industries (CI), Power & Energy (P&E), Resource Industries (RI), and Cat Digital to deliver on PSE targets and Prime Product participation rate.
Cross collaboration with partner divisions and dealers to win in the digital and physical customer experience.
Management of a passionate, engaged and fun team.
Other duties as assigned by Caterpillar management from time-to-time.