Career Area:

Marketing

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.

Join the EAME Distribution Team as a Lead & Opportunity Management Consultant, where you will lead the dealer sales lead and opportunity funnel management optimization across both areas of prime equipment and aftermarket. The Lead & Opportunity Management Consultant (LOM) provides analysis, recommendations and training to optimize our dealer networks’ sales funnel management to deliver on our strategic Services Growth commitments. The Lead & Opportunity Management Consultant will work with Industry partners in both Aftermarket and Prime Sales, as well as the dealer network across Europe. This role requires a unique blend of analytical skills, sales enablement tactics, and good communication/presentation skills. The successful candidate will demonstrate a strong understanding of sales funnel and sales enablement principles, can perform sales funnel analysis to provide funnel improvement insights, and a sales execution mindset. If you’re ready to make a significant impact and drive positive change, apply now!

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.

Role Definition

This position of Lead & Opportunity Management Consultant will report to the Marketing and Sales Operations Manager of EAME. In this role, the candidate is accountable to drive development and maturity of the dealer network’s sales funnel management processes. In line with Caterpillar’s Services Growth strategy, the candidate will support sales funnel improvement activities within the areas of opportunity stage management, prioritized service events, Condition Monitoring leads, and Customer led lead generation.

The role is accountable to drive dealer development within sales funnel management processes as an enabler of Caterpillar’s Services Growth Strategy.

Job Duties/Responsibilities may include, but are not limited to:

• Responsible to drive the dealer sales funnel management process effectiveness.

• Provide support on lead planning and generation, lead and opportunity management, sales funnel management functions and sales campaign management.

• Provide improvement opportunities in efficiency and effectiveness in dealer network CRM management

• Analyze Dealer sales funnel management stages to identify velocity and quality improvements.

• Lead workshops to map dealer processes, identify areas of improvement, produce quality recommendations and support execution through action plans and governance.

• Collaborate with Caterpillar Industries across Machines and Aftermarket to achieve mutual goals

• Work with Global Process Owners and other divisions to define process capability improvements and enhancements to the Marketing & Sales Operations Excellence Program Marketing and Campaign Management and Lead and Opportunity Management Attributes.

• Demonstrated ability to effectively work and influence senior management teams in Sales and Service departments of our dealer network.

What skills you will have: Proven experience in Industry, digital or Retail sales enablement.  Knowledge of CRM management and experience driving sales change management. Experience in data visualization tools such as PowerBI or Excel. Proficiency in English with other European languages a bonus.

Additional Information: Position will require ~30% travel

Skills required for success in this role:

• 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.

• Collaborating: Knowledge of collaborative techniques; ability to work with a variety of individuals and groups in a constructive and collaborative manner.

• Creativity: Knowledge of the approaches, tools, and techniques for promoting creative, original thinking and ability to apply it to a variety of business situations.

• 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.

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

A valid work permit or EU-25/EFTA citizenship is required for this position

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.

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Posting Dates:

September 5, 2024 - September 19, 2024

Caterpillar is an Equal Opportunity Employer (EEO).

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