Senior Sales Support Consultant

Caterpillar Inc.•Aurora, CO

3d•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. Caterpillar's Building Construction Products (BCP) division is hiring a Senior Sales Support Consultant for Retail and Small Core Go to Market (GTM). This role is a lead in Americas North for Retail and Small Core Sales Strategy. Role Summary: Serve as a market specialist and subject matter expert for BCP strategic Retail and Small Core Aftermarket solution development. Identify and prioritize top lost opportunity areas in Retail and Small Core and drive solution development through the BCP Services organization. This person will also act as the lead resource for the sales execution support for Retail Sales Reps in Western US and Canada (WeCan) region to drive Retail and Small Core sales to users (STU) growth and implementation of new integrated retail services. This is a key role on the Retail team and maintains a full spectrum lens of retail initiatives throughout the WeCan region!

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.
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.
Decision Making and Critical Thinking: Ability to accurately analyze situations and reach productive decisions based on informed judgment.
Effective Communications: Excellent communication, presentation, and interpersonal skills; Demonstrated ability to communicate complex concepts clearly and persuasively based on the audience.
Relationship Management: Collaborates well across product, industry, dealer and/or customer audiences to gain understanding and acceptance of ideas and recommendations.
Business Development: Proven ability to explore and develop potential areas of business growth for the organization.

Nice To Haves

Field experience or extensive experience working with the dealer marketing and sales operations processes
Experience with Aftermarket parts and service offerings or developing GTM for products or services
Prior background working with the retail customer base
Ability to create/enable behavioral changes in organizations and motivating others inside and outside the Caterpillar to improve performance.
Strong project leadership capabilities and organizational skills- ability to lead multiple initiative simultaneously
Ability to work independently, innovate and deliver results

Responsibilities

Drive Retail and Small Core Sales initiatives and regionalize the Go-to-Market plans by collaborating with key partners throughout the enterprise (Retail Sales Reps, BCP Services Development teams, Cat Digital, Cat Financial, Core and Growth as needed).
Identify “Moments that Matter” and gather on VOC/ VOD/ VOB and data insights to Define Retail Customer Requirements for highest areas of lost retail opportunity in WeCan
Work through key partners to Pilot Compelling Integrated Services Offerings relevant to Retail and Small Core customer needs in WeCan
Regionalize central Go-To-Market framework consisting of definition of winning, execution plan & preparation, marcomm, training and governance
Implementation of the Winning Recipe and support R-ASRs in the field as needed to support Retail and Small Core STU growth.
Own Retail Sales Variance strategy and quarterly retail campaign strategy and execution for WeCan.
Heavily support Go-to-Market plans for the new Cat Compact locations across WeCan, being the R-ASRs point of contact on this new initiative.