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Marketing and Sales Operations Representative- Dealer Management

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Location: Nishi-ku Yokohama-shi, Kanagawa-Ken, Japan
Date Posted: Nov 15, 2019

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Job Description


Job Purpose: As a Marketing and Sales Operations Representative, you will provide marketing and sales operation support to the dealers in Japan. You will play a pivotal role in partnering with the dealers to achieve marketing and sales operational performance targets by elevating marketing and sales capabilities, improve the customer experience, productivity and efficiency, as well as reduce distribution costs.


Job Duties: The key role of this assignment is applying field experience and knowledge of process improvement methodologies to improve dealer marketing and sales capabilities and overall customer experience, including:

  • Liaison between dealers, customers and other Caterpillar personnel.
  • Contributing to the identification, analysis and resolution of marketing and sales distribution needs and problems in assigned discipline/district. 
  • Performs complex analysis work, identifies and resolves problems that are less tactical and more strategic in nature. 
  • Developing and meeting expectations in delivering results, considering and recommending alternative courses of actions and making timely decisions.
  • Understand and keep current on customer/dealer market and needs, understand how and why decisions are made within their work group and organization.
  • Apply sound business decisions to support and develop product sales, dealer effectiveness, overall segment growth, process improvement, etc. Incumbents apply their knowledge of products, technology, industry, and product support, in support of Caterpillar, dealer and customer expectations and needs.
  • Contribute to the overall achievement of, but not limited to:
    • The various Dealer Operational Excellence programs which help to improve dealer capability and capacity that is used to measure operational performance across the dealership
    • Participation Rate – tracking of the number of quotations as a percentage of total industry
    • Customer Loyalty
    • PINS which refers to Market share metrics, support projects and processes that improve the marketing and sales aspects of the dealers
    • Support and participate in the Leadership Tables which is a quarterly governance meeting between dealer and Caterpillar to discuss growth strategy including reviewing prioritized business cases and its status for the primary dealers.


  • Knowledge and desire to improve customer experience through our dealers.

  • Excellent interpersonal, communication skills and demonstrable relationship building skills.

  • Project analysis and continuous improvement experience.

  • Understanding of marketing & sales processes, especially related to leads generation, coverage and participation rate.

  • Proficient in English and Japanese (spoken and written) 

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Job Info

Nov 15, 2019