Senior Sales Marketing Consultant

3 weeks ago

Tucson, United States Caterpillar Full time

Job Description:

Caterpillar is seeking a Senior Sales Marketing Consultant. In this role, you will support the achievement of the annual Business Plan (PINS/profit) for Resource Industries machines and mining technologies by monitoring the business and generating recommendations that contribute to both the short-term and long -term initiatives of these plans. You will need to have a growth mindset, promote continuous improvement, and help build a defect-free culture. We have a fabulous team that does some of the most exciting work at Caterpillar, and we can’t wait for you to join the team

What you will do:

Manage key projects related to enhancing the sales experience across machines, solutions, services, and technologies.

Collaborate across the organization to break down silos, meeting expectations in delivering results, considering alternative courses of actions, making timely decisions and developing greater communication skills.

Represents the division to assist with the management and execution of the overall sales experience.

Point of contact for the business unit and product groups and is responsible for supporting sales efforts designed to correct business plan shortfalls and capitalize on identified incremental sales opportunities.

Key accountabilities may include: training, marketing messages, cx strategies.

Consult with the product groups, regions and dealers in developing and implementing customer solutions designed to maximize product value and price.

Maintain a key focus on selling the house (machines, solutions, services and technologies).

What Skills you will have:

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.

Industry Knowledge : Knowledge of the organization's industry group, trends, directions, major issues, regulatory considerations, and trendsetters; ability to apply industry knowledge appropriately to diverse situations.

Level Working Knowledge:

Discusses industry-specific flagship products and services.

Demonstrates current knowledge of the regulatory environment for industry segment.

Describes the contribution of own function as it relates to the industry segment.

Participates in major industry professional associations; subscribes to industry-specific publications.

Currently works with a major industry segment and associated functions and features.

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 Extensive Experience:

Differentiates assumptions, perspectives, and historical frameworks.

Evaluates past decisions for insights to improve decision-making process.

Assesses and validates decision options and points and predicts their potential impact.

Advises others in analyzing and synthesizing relevant data and assessing alternatives.

Uses effective decision-making approaches such as consultative, command, or consensus.

Ensures that assumptions and received wisdom are objectively analyzed in decisions.

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.

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.

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 Working Knowledge:

Uses 'value selling' techniques to successfully engage customers.

Discusses issues and considerations regarding current 'value selling' practices and recommends potential improvements.

Quantifies proposed costs, benefits and value in customer terms.

Defines and documents value-added activities and their benefits to customers beyond the initial sales transaction.

Top candidates will also have:

Marketing, or Engineering degree.

Event management experience.

Prior MineStar experience.

Familiar with Caterpillar dealer network and large mining companies’ operations.

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