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.

EAME Distribution’s mission is to deliver superior customer experience, profitable market leadership and services growth through industry-best distribution performance. We provide governance and administration of Cat® dealers across Europe, Africa, the Middle East, and Eurasia.

Join the EAME Distribution Team as a Marketing & Sales Operations Consultant, where you will lead the dealer sales coverage analytics and optimization for dealers within both prime and aftermarket areas. The Sales Operations Coverage Consultant governs dealers’ territory management projects to optimize dealer sales capacity to deliver on Services Growth and Prime sales commitments. The Sales Operations Coverage Consultant will work with Industry partners in both Aftermarket and Prime Sales, as well as the dealer network in coverage coaching and analytics. This role requires a unique blend of analytical skills and good communication. The successful candidate will demonstrate strong data analytics and business awareness to recommend best solutions to our dealer network and advocate for a ‘’Phygital” omnichannel experience for customers. If you’re ready to make a significant impact and drive positive change, apply now!

What you will do:

• Consulting our dealer network to provide sales coverage optimization support and recommendations to ensure the appropriate sales and marketing coverage is deployed within the dealer network.

• Support Africa Middle-East Eurasia dealers in optimizing coverage efficiency through customer prioritization based on opportunity and revenue, while leveraging an Omnichannel 3 Tier coverage strategy. Recommend the adequate changes in sales force headcount to ensure sales rep will have a manageable workload. Ability to provide dealer alternatives when facing resource constraints.

• Through leveraging BI tools and analytics, provide intuitive and easy to understand business actionable insights around aftermarket and prime dealer sales coverage optimization.

• Coach dealers to embed Sales Coverage capabilities within their dealership processes to ensure they can make impactful decisions in Sales Capability and Capacity.

• Align dealer coverage studies with key transformational strategies such as PSE deployment and R&SC segment growth to ensure dealer sales capacity meets the Services Growth strategy.

What skills you will have:

• Degree in Computer Science, Mathematics, Engineering or related discipline.

• Proven experience (5-6yrs.) in Industry, digital or Retail

• Demonstrated experience in data visualization tools such as PowerBI or Tableau.

• Experienced in utilizing Snowflake, Python, Excel (advanced level), SQL

• Knowledge of CRM management, digital marketing channels and tools.

• Excellent communication skills needed to communicate the vision and drive data led change.

• Advanced leadership skills – ability to influence, build strong relationships.

• Strong time management skills.

• Proficiency in English, Arabic, Russian, Turkish is a plus.

• Willing to travel as required, up to 30%

Competency 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.

• 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.

• 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.

• 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.

What we offer: 

From day one, you’re set up to thrive at Caterpillar: helpful training, relatable mentors, global experience, competitive salary package, work-life balance, and the growth opportunities you expect with a Fortune 100 company.

You power our success, and we are committed to empowering yours. After all, when your work can impact the entire world, it’s important to do work that matters.

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.

Posting Dates:

Caterpillar is an Equal Opportunity Employer (EEO).

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