JOB PURPOSE: To support achievement of the annual Business Plan (PINS / profit) by monitoring the business and generating recommendations that contribute to both the short-term and long-term initiatives of these plans. This is generally to support a product family or an industry segment to contribute to sales growth leading to strategic advantage for the division’s long-term marketing leadership.

JOB RELATED STATISTICS:
Sales impact: Varies by segment and geographic area

JOB DUTIES: The key role of this staff assignment is that of an individual contributor for sales support. The incumbent is a commercial support resource for the district reps and dealers. Incumbent is familiar with the company’s processes, systems and methodologies and is accountable for contributing to the team’s work. Position performs complex analysis work, identifies and resolves problems that are less tactical in nature and more strategic in nature. Challenges include developing and meeting expectations in delivering results, considering and recommending alternative courses of actions, making timely decisions and developing greater communication skills.

Key accountabilities may include: training, marketing messages, merchandising programs, sales variance, competitive analysis, sales forecast. They will consult with the product groups, districts and dealers in developing and implementing customer solutions designed to maximize product value and price.

This position is acting as a product and commercial support resource with key focus on a specific product family or specific industries/applications.Support and consultancy will include: product and application knowledge, end-user critical requirements, knowledge of competitive analysis, market needs, growth opportunities and merchandising plans. The incumbent is expected to develop industry expertise to address the market segment opportunity and communicate general competitive issues.

This position represents their division on sales issues relating to the products / markets including implementing the new product marketing activities. They will be called upon to provide active consultative services to Caterpillar dealers, product groups, other enterprise partners and customers as required. They represent the division on issues related to the products and commercial performance in territory. The overview includes PINS trend, demand fluctuations and customer requirements. This position is a point of contact for the business unit and product groups.

This position is responsible for supporting sales efforts initiated by districts as well as recommending overall sales support programs. These programs are designed to correct business plan shortfalls and capitalize on identified incremental sales opportunities. The position supports districts and dealers at shows, customer programs, product training and other district sales initiatives.

BACKGROUND/EXPERIENCE:
This position requires a college degree or equivalent experience with minimum 6-8 years of Caterpillar and/or industry experience in order to gain recognition as a divisional resource. Should have a broad understanding of the commercial side of the business and how the dealer network functions. Needs sound commercial judgment, analytical skills, and communication skills, along with a thorough understanding of the product line, dealer organization, and customers. Incumbents should be able to work independently and to persuade Caterpillar personnel, dealers and customers on issues.