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Marketing & Sales Excellence Program (MSEP) Specialist - Customer Management

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

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Job Description


Job Purpose:

The Marketing and Sales Excellence Program (MSEP) Specialist for Customer Management 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 Customer Management which includes the attributes of data management, insights and territory management for Machine, Aftermarket and Energy and Transportation. The candidate will facilitate sales coverage, account management and other relevant workshops relevant to the MSEP category.  This senior level position will also coach dealer personnel to empower self-lead dealer coverage analysis.

This position works directly with Caterpillar and Dealer senior leadership teams within the ADSM East Region and in conjunction with Districts and Industry Partners.  The MSEP Customer Management Specialist is responsible for deploying workshops within their discipline, working on new innovative enhancement projects, and collecting best practices. 


Key words: Sales coverage, account management, data insights, train the trainer

Job Duties:
  • Train dealer personnel to effectively run coverage studies, validate quality recommendations, and support action plan execution to achieve results.
  • Provide consulting support on sales coverage, account management, and data analytics to drive consistency and achieve strategic goals.
  • Ability to interpret field sales input into a practical plan for a dealer to improve their internal processes and tools to improve participation, best manage cost/resources and drive increase sales.
  • Leading with a sense of urgency and responsiveness is critical for this role.
  • Experience driving collaboration among teams, skilled to facilitate highly engaged meetings to drive culture change in important areas related to the MSEP Customer Management Category.
  •  Work with Global Process Owners and other divisions to define process capability improvements and enhancements to the MSEP Customer Management Category.
  • Demonstrated ability to effectively work and influence senior management teams (including Dealer Principal, Vice President, General Manager, Sales & Marketing Managers).
  • Ability to build trust, credibility, and influence MSORs, business partners and dealers to deliver appropriate solutions to support customer needs and challenges.



 Basic Requirements:
  • College degree in Marketing, Marketing Analytics, Business or related discipline or equivalent experience.
  • 3+ years of working experience in marketing, sales, business analytics experience.        
  • Skilled in data mining and analysis techniques including data visualization tools such as Power BI, Tableau, or equivalent.
  • Ability to facilitate workshops and coach personnel to empower self-lead analysis to drive business results.
  • 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 Candidates Will Also Have:

  • Previous experience with analyzing sales coverage models and account management.
  • Understanding of data sources available to measure sales opportunities, including, but not limited to, the Caterpillar Business Information Center (BIC), Opportunity Lead Generator Analyzer (OLGA) and Prioritized Service Events (PSE), Uniform Commercial Code (UCC), McGraw-Hill project tracker, Easy Territory, and other 3rd party data sources (i.e. Rouse, Dodge).
  • Strong interpersonal skills, including the ability to speak effectively before large groups.
  • Proven skills in written and verbal communications.
  • Experience with the Marketing & 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

Caterpillar is an Equal Opportunity Employer (EEO)
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Job Info

Nov 27, 2020


United States