Career Area:

Sales

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.

We’re looking for a dynamic Sales & Operations Planning Senior Manager to lead our Sales and Operations team within the Building Construction Products division (BCP) at Caterpillar Inc. You’ll be at the forefront of driving growth and innovation, guiding cross-functional teams to optimize strategies, provide insights on sales forecasts and demand planning, and ensure production readiness for new products. This role also involves streamlining global operations, managing products distribution centers, and coaching sales teams on best practices. Join us to make a meaningful impact and drive profitable growth!

What you will do:
 

• Manages global sales & operations (S&OP) team, communicates key priorities, and facilitates the sales and operations process execution.
• Provides analysis and recommendations for executives on sales forecast and demand planning, while driving process improvements to enable profitable growth.
• Ensures new products and processes are properly developed for production readiness, including order management for smooth transitions from product generations.
• Guides global sales team on S&OP processes to ensure adequate sales pipeline planning with dealers avoiding supply constraints.
• Manages product distribution centers (PDC) globally for Building Construction Products (BCP).

Skill Descriptors:

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.

Level Extensive Experience:
• Facilitates creation of the 'right' products and services to resolve customer business issues.
• Fosters strong customer relationships via delivery on commitments, open communication, and on-going feedback/improvement.
• Advises others on creating customer focused environments in various scenarios.
• Anticipates customer needs, focusing efforts to proactively meet needs and exceed customer expectations.
• Measures and observes customer satisfaction levels to ascertain and implement service improvement alternatives.
• Communicates and models the criticality of customer focus as an organizational strategy.

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.

Level Expert:
• Analyzes and discusses alternatives with multiple stakeholders.
• Monitors developments in critical-thinking and decision-making models for potential use by organization.
• Coaches others in decision-making models, processes, and practices.
• Anticipates special issues and considerations for effective decision-making during a crisis.
• Shares experiences regarding optimal timing and circumstances for refraining from or making decisions.
• Differentiates between content and context of a decision.

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.

Level Extensive Experience:
• Reviews others' writing or presentations and provides feedback and coaching.
• Adapts documents and presentations for the intended audience.
• Demonstrates both empathy and assertiveness when communicating a need or defending a position.
• Communicates well downward, upward, and outward.
• Employs appropriate methods of persuasion when soliciting agreement.
• Maintains focus on the topic at hand.

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.

Level Extensive Experience:
• Ensures negotiators have awareness of complementary yet diverse interests.
• Successfully completes significant negotiations, both internal and external.
• Details the risks of negotiation breakdown from each party's perspective.
• Protects own position, while demonstrating willingness to achieve win-win.
• Identifies similarities and differences in position and assesses impact on discussions.
• Detects and addresses lack of progress or a stalemate.

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.

Level Extensive Experience:
• Ensures capture of lessons to be learned from a problem-solving effort.
• Organizes potential problem solvers and leads problem resolution efforts.
• Uses varying problem-solving approaches and techniques as appropriate.
• Contributes to standard practices for problem-solving approaches, tools, and processes.
• Analyzes and synthesizes information and devises alternative resolution strategies.
• Develops successful resolutions to critical or wide-impact problems.

Relationship Management: Knowledge of relationship management techniques; ability to establish and maintain healthy working relationships with clients, vendors, and peers.

Level Extensive Experience:
• Communicates to clients regarding expectations of all parties.
• Participates in negotiating the terms of the business relationship.
• Conducts periodic reviews of work effort, progress, issues, and successes.
• Maintains productive, long-term relationships with clients or vendors.
• Creates opportunities to educate support teams on client priorities.
• Empowers others to establish collaborative, healthy relationships.

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.

Level Expert:
• Champions organization's project management methodology, tools, and techniques.
• Manages multiple high-risk, high-cost projects involving multiple stakeholders.
• Coaches others in open communication among project stakeholders.
• Monitors major projects for critical path and actual status versus planned.
• Consults on project planning and management of high-risk, high-impact projects.
• Monitors industry for fresh approaches and tools for project management.

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.

Level Basic Understanding:
• Presents product, technology or service costs and benefits in reaction to prospect or customer requests.
• Describes general concepts, practices and benefits of value-based versus product selling.
• Documents proposed product/service solutions to be presented to potential customers.
• Pursues additional 'value selling' education or training to enhance traditional sales practices.

What you will have (Basic Qualifications):

• A college or university degree OR extensive equivalent experience.
• Deep expertise in sales execution and marketing experience, with a good working understanding of the needs of customers, dealers, and product groups.
• Strong business acumen and leadership skills (previous supervisory or senior project management experience).
• The interpersonal skills to successfully influence others and achieve goals across the Caterpillar and Dealer organizations.

Travel and location considerations:
20-30% international and domestic travel is expected.

Location:

The position is based in Cary, NC and domestic relocation will be provided for those who qualify.

Additional Information:

• ISE assignments are not available.
• Visa sponsorship is not available.

 

What You Will Get:

Our goal at Caterpillar is for you to have a rewarding career. Our teams are critical to the success of our customers who build a better world.

Here you earn more than just a salary because we value your performance. We offer a total rewards package that provides day one benefits [medical, dental, vision, RX, and 401(k)] along with the potential of an annual bonus.

Additional benefits include paid vacation days and paid holidays (prorated based upon hire date).

About Caterpillar:

Caterpillar Inc. is the world’s leading manufacturer of construction and mining equipment, off-highway diesel and natural gas engines, industrial gas turbines and diesel-electric locomotives. For nearly 100 years, we’ve been helping customers build a better, more sustainable world and are committed and contributing to a reduced-carbon future. Our innovative products and services, backed by our global dealer network, provide exceptional value that helps customers succeed.

#LI

Relocation is available for this position.

Visa Sponsorship is not available for this position. This employer is not currently hiring foreign national applicants that require or will require sponsorship tied to a specific employer, such as, H, L, TN, F, J, E, O. As a global company, Caterpillar offers many job opportunities outside of the U.S which can be found through our employment website at www.caterpillar.com/careers.

Posting Dates:

October 14, 2024 - October 25, 2024

Any offer of employment is conditioned upon the successful completion of a drug screen.   

EEO/AA Employer.  All qualified individuals - Including minorities, females, veterans and individuals with disabilities - are encouraged to apply.

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