Marketing & Sales Operations Consultant

Career Area:

Job Description:

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 & Service Division (ADSD) provides governance and administration of Cat® dealers across the U.S., Canada, and Latin America. 

As the Marketing & Sales Operations Consultant you will be responsible for applying previous experience and knowledge of process improvement methodologies to improve dealer marketing and sales capabilities and overall customer experience. The Marketing & Sales Operations Consultant is a liaison between dealers, customers, and other Caterpillar personnel. The Marketing & Sales Operations Consultant is accountable for contributing to the identification, analysis and resolution of marketing and sales distribution needs and problems in assigned discipline/district. The Marketing & Sales Operations Consultant performs complex analysis work, identifies, and resolves problems that are less tactical and more strategic in nature.

Additional Information:

• Location:  Peoria, IL (United States)
• Additional Location(s): Minneapolis, MN (United States)
• Required Travel: Up to 50% (Domestic).
• Relocation Assistance Offered: Yes (Domestic).
• US Work Authorization Sponsorship Offered: None.

What You Will Do:

• Deliver on the best Customer Experience by focusing on continuous improvement of the following areas:
  • Lead Marketing and Sales differentiated capabilities with dealers.
  • Drive lead generation processes, and lead response/closure rates with both traditional and digital marketing tools.
  • Advise Dealers on existing and potential customer experience gaps and recommend ways to improve experience through technology, digital, machine delivery, customer onboarding, etc.
  • Ensure dealers have a strong customer management process in place, enabling clean data for Caterpillar and Dealer to leverage.
  • Consult with dealers on process improvement methods at branch levels, focusing on driving new customer sales.
• Enable Prime Product and Services Revenue growth by focusing on the following key areas:
  • Develop robust sales funnels and lead management processes and deploy across the dealership with each industry segment and with industry partners.
  • Grow eCommerce revenue and customers by ensuring dealers have a strong go-to-market plan that includes sales teams and customer training, incentive plans, marketing promotions, technical capabilities and resources in place.
  • Improve Dealer coverage by completing coverage assessments and advising dealers on opportunities to improve such as leveraging multiple sales channels, ensuring opportunity is assigned and there are coverage quality metrics in place.
  • Develop strategies and plans to improve dealer sales effectiveness and identify opportunities to increase sales across prime and aftermarket.
• Lead key Caterpillar strategic initiatives such as:
  • Improve Machine Sales Participation, ensuring dealers are correctly reporting sales activities and actively improving dealer participation, including all tier levels and value propositions (GC, etc.).
  • Deploy Retail Transformation on key dealer branches, transforming the way dealers do business with retail customers.
• Other duties as assigned by Caterpillar management from time-to-time.

What You Have (Basic 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.
• 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.
• Relationship Management: Knowledge of relationship management techniques; ability to establish and maintain healthy