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Americas Retail & Small Core Sales Support Manager

Company: Caterpillar, Inc.
Location: Cary
Posted on: September 23, 2022

Job Description:

Career Area:Marketing / Sales / Product SupportJob Description:Drive Retail & Small Core Sales-to-Users (STU) growth within Construction Industries (CI) through a professionalized and regionally customized Go-to-Market commercial approach in partnership with Construction Industries Services Division (CISD) Sales Execution Teams (Retail Aftermarket Services Representatives - ASRs) and Cat Dealers leveraging both physical and digital channels.JOB RELATED STATISTICS:Dealer Coverage: Regional Americas (North & South)Budget: $1.5M - $2MDirect Reports: 6-7Total Reports: 11-12Specifically, as the Americas Retail & Small Core Sales Support Manager, you can expect to:Lead a team of 8-9 channel focused Aftermarket Services Consultants (ASCs) (4-5) Digital Services/Channel, (2) Physical Channel & (2) Commercial Go-to-Market, with a dedicated supervisor (1) in place for the Digital Services Team and a supporting Analyst (1). This team is responsible for supporting Retail ASRs in driving Retail & Small Core STU growth through professionalized go-to-market deployment of Retail Integrated Service Offerings by channel (Internal Sales Reps (ISRs), Parts Counter Advisors (PCAs), Digital Channels PCC, Retail App).Other job duties included but not limited to:

  • Support Retail ASRs as Subject Matter Experts (SMEs) in driving Retail & Small Core STU Growth % aligned with CI Services Growth Plan (SGP) development and execution
  • Develop a granular understanding of why we lose and Retail/Small Core customer buying behavior/value-drivers and leverage insights to partner with the CISD Services Development and Sales Execution Teams
  • Drive CI Customer Activation online with a focus on achieving targets for % Active CI Customers Online for all priority dealers
  • Support Targeted Campaign approach with relevant Retail Sales & Marketing data insights related to who we know, what we know and where to win
  • Drive aligned, targeted & cadenced nurturing programs to drive customer engagement across both Digital and Physical channels
  • Support activation of critical growth enablers and ensure an aligned customer onboarding experience for Cat Card, Cat Rewards, PCC and Retail App
  • Support local training needs for ISRs, PCAs, eCommerce Specialists, Marketing Specialists and Retail ASRs
  • Ensure Cat Dependencies (grow/fix opportunities) related to Retail and Small Core are SMART and aligned with key partners for quick resolution and transparent communication back to Sales Execution Teams and Cat DealersThe incumbent sets priorities and establishes a work plan in order to complete broadly defined assignments and achieve desired results and is responsible for delivering the following metrics:
    • CI Retail & Small Core STU YOY Growth %
    • CI Marketing Prioritized Service Events $ Won (Marketing Leads)
    • CI eCommerce STU YOY Growth %
    • % Active CI Customers OnlineTo be successful in this role, you must bring (Basic Qualifications):
      • 4-year College or University Degree required
      • 10+ progressively responsible job-related experience including 3-5 years in Cat dealer or distributor facing roles is required
      • Candidate must have strong leadership experience with 2-3 years leading teamsTop candidates will also bring:
        • The position requires thorough knowledge of the Dealer network, parts products, product applications, services and supporting systems
        • Excellent interpersonal, influencing and communication skills are required in order to lead change, professionally challenge traditional thinking, drive innovation in products and services (including Digital), coach and development team members, effectively work alongside key business partners (internal and external) and ensure that the team is focused on driving results.Additional Details:
          • Preferred Locations: Peoria, IL; Dallas, TX or Cary, NC
          • This position would ideally be located in Peoria, IL; Dallas, TX or Cary, NC; however open to considering other Caterpillar facilities within the U.S. (candidates permanent address must be within 50-mile driving distance to a Caterpillar facility)
          • For a full list of U.S. Caterpillar facilities please visit: https://www.caterpillar.com/en/company/global-footprint/americas/united-states.html
          • Relocation assistance is available for this role; If relocating, you must relocate to the locations available for this role (Peoria, IL; Dallas, TX or Cary, NC)
          • 30% of travel is expected
          • ISE assignment is not available for this positionHow We Support You (Employee Benefits):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).The Power of Everyone (https://www.caterpillar.com/en/careers/why-caterpillar/diversity-inclusion.html) :At Caterpillar, we believe each person is unique and valued, and are committed to ensuring that our workplace is diverse and representative of the many customers we serve around the globe. Different perspectives help us achieve our best work and come together to form a high-performing Caterpillar team that makes positive changes in the communities where we live and work.Learn about Caterpillar at www.caterpillar.comFinal details:Please frequently check the email associated with your application, including the junk/spam folder, as this is the primary correspondence method. If you wish to know the status of your application please use the candidate log-in on our career website as it will reflect any updates to your status.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/CareersRelocation is available for this position.EEO/AA Employer. All qualified individuals - Including minorities, females, veterans and individuals with disabilities - are encouraged to apply.

Keywords: Caterpillar, Inc., Cary , Americas Retail & Small Core Sales Support Manager, Sales , Cary, North Carolina

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