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Marketing & Sales Excellence Program (MSEP) Specialist - Operational Performance

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Location: , United States
Date Posted: Nov 27, 2020

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Job Description

Description

Job Purpose:

The Marketing and Sales Excellence Program (MSEP) Specialist for Operational Performance will report directly to the Marketing and Sales Excellence program Manager in the East Region.  In this role, the candidate will support the Marketing and Operations Support team (M&OS), the Marketing and Sales Operations Reps (MSOR’s), Industry Partners and Caterpillar dealers covering the East Region. 


This senior level position is responsible to elevate dealer capabilities within the MSEP category of Operational Performance which includes the attributes of marketing and campaign management, lead and opportunity management, sales operations and cost efficiency, services growth, and engineering and project management for Machine, Aftermarket and Energy and Transportation.


The candidate is accountable to drive dealer maturity of the dealer sales funnel management process.  The Operational Performance Specialist will drive improvements that would ensure the dealer's capability to convert leads and opportunities into sold won business.  The candidate will support actions to double services by ensuring dealer utilization of prioritize service events (PSEs), Opportunity Lead Generator Analyzer (OLGA), Ready to Buy Lists, Condition Monitoring leads, value selling of Customer Value Agreements (CVA’s) and Repair Options.

 

Key words: Sales funnel management and campaign management

 
Job Duties:
  • Subject matter expert responsible to drive the dealer sales funnel management process effectiveness.
  • Provide consulting support on lead planning and generation, lead and opportunity management, sales funnel management functions and marketing and campaign management.
  • Lead workshops to map dealer processes, identify areas of improvement, produce quality recommendations and support execution through action plans and governance.
  • This senior level position has experience driving collaboration among teams, skilled to facilitate highly engaged meetings to drive culture change in important areas related to (PSE’).
  • Leading with a sense of urgency and responsiveness is critical for this role.
  • Conduct continual analysis and present results in a consultative approach to create customer engagement and lead the conversation focus on business performance and results.
  • Work with Global Process Owners and other divisions to define process capability improvements and enhancements to the MSEP Operational Performance Category.
  • Demonstrated ability to effectively work and influence senior management teams (including Dealer Principal, Vice President, General Manager, Sales & Marketing Manager).
  • Ability to build trust, credibility, and influence MSORs, business partners and dealers to deliver appropriate solutions to support customer needs and challenges.
 


Qualifications

Basic Requirements:
    • College degree in Marketing, Business or related discipline or equivalent experience.
    • 3+ years of working experience in marketing, sales or related experience.
    • Ability to facilitate workshops and coach personnel to empower culture change to drive business results.
    • Experience with sales funnel management and campaign management to ensure relentless execution.
    • Strong project/process management skills demonstrated in prior 6 Sigma, Caterpillar Production Systems, Services Marketing projects other relevant experience.
    • Demonstrated ability to influence senior management teams and business partner to deliver appropriate solutions to support customer needs and challenges.
 
 

Top Candidate Will Also Have:

  • Knowledge and expertise with lead types including PSE’s OLGA, CRM Condition Monitoring, UCC, Ready to Buy Online, Salesforce and other relevant tools.
  • Ability to use software including Microsoft Office suite, customer relationship management (CRM) systems, and other tools for data analysis to provide data driven recommendations.                                                                                                               
  • Strong interpersonal skills, including the ability to speak effectively before large groups.
  • Proven skills in written and verbal communications. 
  • Experience with the Marketing and Sales Excellence Program.

                                                                                           

Additional Information:
  • Primary Location:  Miami, FL is preferred however, remote work is available. The incumbent will need to work from a location that is efficient for high touch points with dealers in the Eastern US.
  • Relocation assistance is offered, however, for relocation it will only be tied to a Caterpillar office.
  • Position will require ~30% travel


Caterpillar is not currently hiring individuals for this position who now or in the future require sponsorship for employment based non-immigrant and immigrant visas. However, as a global company, Caterpillar offers many job opportunities outside of the U.S. which can be found through our employment website www.Caterpillar.com/careers.

Caterpillar is an Equal Opportunity Employer (EEO)
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Job Info

Nov 27, 2020

200006H3-OTHLOC-2340124208

United States