Sales and Marketing Capability Consultant

hace 7 días

Panama City Caterpillar A tiempo completo

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.

Job Summary: Drive focus with your assigned dealers on customers that purchase few machines or purchase infrequently. You will lead initiatives to increase revenue and growth for Caterpillar’s Construction Industries machine business to meet critical sales and marketing targets through dealer retail transformation. To achieve this growth, you will work closely with our dealers to improve retail marketing and sales capabilities, optimize the retail customer experience, and increase productivity and efficiencies while reducing distribution costs.

Job Duties:

•Manage dealer retail business transformation and retail journey steps, focused on physical proximity and digital channels to reach potential retail customers.

•Manage assigned dealer growth plan development, alignment, and execution, including budget aimed at expanding retail sales of prime products through transformation.

•Advise dealers on retail marketing, sales and customer-related strategies, systems, and processes.

•Counsel dealers in developing increased human performance capability such as identifying performance gap solutions.

•Advising on existing and potential customer experience issues and improvement measures such as recommending ways to enhance market coverage and customer experience through training, technology enabled and bundled solutions, etc.

•Consult with dealers on process improvement methods and assisting with process evaluation.

•Oversee and promote programs that increase sales while achieving price realization and profit margins.

•Lead retail specific projects at a dealer, region and/or global level for retail transformation.

•Continue to develop required proficiency level in the specified capabilities and skills.

Basic Qualifications:

•Extensive experience growing and executing sales and/or marketing plans and achieving results

•Experience in B2B and customer facing roles; experience consulting with dealers or distributors

•Ability and commitment to travel 50-75% of working time

•English and Spanish Advanced

•Industry Experience

•Bachelor’s degree

Skills required:

• 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.

• 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.

• 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.

• 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.

• 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 working relationships with clients, vendors, and peers..

• 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.

Top Candidates Will Also Have:

•Prior field experience

•Experience with Caterpillar Dealers

•Experience in B2B financial management, understanding profitability drivers and tactics for cost control

•Experience in B2C

•Portuguese Advanced

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