JOB DUTIES: The key role of this assignment is applying previous field experience and knowledge of process improvement methodologies to improve dealer marketing and sales capabilities and overall customer experience. The incumbent is a liaison among dealers, customers and other Caterpillar personnel. Incumbent is very familiar with the company’s processes, systems and methodologies. Incumbent is accountable for contributing to the identification, analysis and resolution of marketing and sales distribution needs and problems in assigned discipline/district. Position performs complex analysis work, identifies and resolves problems that are less tactical and more strategic in nature. Challenges include developing and meeting expectations in delivering results, considering and recommending alternative courses of actions, making timely decisions and developing greater communication skills. Incumbents will work more directly with other Caterpillar units, customers, and possibly, suppliers.
Primary roles of the incumbent include:
Advising dealers on marketing, sales and customer-related strategies, systems and processes
Counseling 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.
Consulting with dealers on marketing and sales strategy planning including developing strategies and plans to improve dealer effectiveness and identifying potential opportunities for increasing sales
Consulting with dealers on process improvement methods and assisting with process evaluation
Providing leadership to “Across the Table” foundational capability and growth plan governance processes
Assisting dealers in business planning and on effectiveness of meeting expected business results
Overseeing and promoting programs that increase sales while achieving targeted price realization and profit margins
Begin developing skills in reading and interpreting financial statements, translating actions into impact on dealer financial measures (revenue, profit and loss) and consult with dealers in this area.
Continuing to develop required proficiency level in the specified capabilities and skills.
Individuals in this position must understand and keep current on customer/dealer market and needs and understand how and why decisions are made within their work group and organization. They are responsible for applying those 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. Incumbents may provide direction to less experienced personnel.
Incumbents, along with their manager, will direct their development and continual learning through experience and staying abreast of technology changes. Key learning comes from continued experience in the assigned territory or industry, enhancing communication and people relationship skills, improving problem solving and analysis techniques, building and using business skills, enhancing use of Caterpillar systems and developing leadership abilities. Incumbents must stay abreast of industry and technology changes and relate those changes to Caterpillar, dealer and customer needs.
Incumbents at this level should be exhibiting competencies at the 4 or 5 proficiency level as defined in the Global Job Profiles.
BACKGROUND/EXPERIENCE: This position requires a college or university degree or equivalent experience. Incumbents usually have had 3 to 5 years prior experience in field assignments, normally as an Industry Rep and have demonstrated the ability to work independently and to communicate effectively with others in the work group, dealer personnel and customers. Incumbents will have demonstrated the ability to work on increasingly more complex assignments and provide direction to lower level reps on project assignments.