CAREER AREA:
Marketing / Sales / Product Support
JOB DESCRIPTION:
JOB PURPOSE:
To counsel dealers in achieving marketing and sales operational performance targets by improving marketing/sales/rental/used distribution capabilities that reduce distribution costs, improve productivity and efficiency. This is the second field-based assignment (may be the first in some locations depending on pre-development required) and represents a shift from learning and assisting to fully contributing in assignments that are broader, more complex and challenging in nature.
JOB DUTIES:
The key role of this assignment is to move from learning and assisting others to fully contributing within an industry. The incumbent hones skills as a sales liaison among dealers, customers and other Caterpillar personnel. Also becomes increasingly familiar with the company’s processes, systems and methodologies. A more senior representative and the supervisor/manager typically direct work. Decisions made by this position are more complex and have greater risk issues than those associated with less experienced representatives. Challenges include meeting expectations in delivering results, learning to consider alternative courses of actions, making timely decisions and developing greater communication skills.
Primary roles of the incumbent include:
•Advising dealers on marketing, sales and customer-related strategies, systems and processes
•Counseling dealers in developing increased human performance capability such as identifying performance gap solutions
•Counsel dealers on strategy development and governance processes
•Aligning strategies of the dealer, Industries and Caterpillar Distribution Services Divisions
•Advising on existing and potential customer experience issues and improvement measures such as recommending ways to enhance market coverage and customer experience through training, technology enabled and bundled solutions, etc.
•Consulting with dealers on marketing and sales strategy planning including developing strategies and plans to improve dealer effectiveness and identifying potential opportunities for increasing sales
•Consulting with dealers on process improvement methods and assisting with process evaluation
•Providing leadership to “Across the Table” foundational capability and growth plan governance processes
•Assisting dealers in business planning and on effectiveness of meeting expected business results
•Overseeing and promoting programs that increase sales while achieving targeted price realization and profit margins
•Continuing to develop required proficiency level in the specified capabilities and skills.
Incumbents at this level should be exhibiting competencies at the 3 or 4 proficiency level as defined in the Global Job Profiles.
BACKGROUND/EXPERIENCE : This position requires a college or university degree or equivalent experience. Incumbents usually have had 1 to 2 years prior experience in field assignments, normally as an Industry Rep and have demonstrated the ability to work independently and to communicate effectively with others in the work group, dealer personnel and customers. Incumbents will have demonstrated the ability to work on increasingly more complex assignments and provide direction to lower level reps on project assignments.
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