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Senior Manager, Business Development

Caterpillar

Caterpillar

Sales & Business Development
Peoria, IL, USA
Posted on Tuesday, July 2, 2024

Career Area:

Sales

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.

Our Product Support and Logistics Division (PSLD) is one of the most innovative divisions within Caterpillar. In PSLD, as within all of Caterpillar, our priority is our customers and helping them build a better world. We touch nearly every element of the services value stream from procurement to design and manufacturing to distribution. PSLD is responsible for Aftermarket Parts Distribution of Cat Parts, Integrated Logistics, segment Procurement and the design and manufacture of Wear Components (Undercarriage and GET) and Maintenance Components (Seals, Tubes & Hardware, Hose & Couplings, Fluids and Filters).

The Senior Manager, Business Development is responsible and accountable for playing a key strategic role supporting development of the vision, long-term strategy, annual business plan and targets based on internal/external customer and aftermarket parts demand. The SR Manager, Business Development will accomplish this by influencing market sales variance, dealer training, tactical sales plans, integrated services, and product positioning in partnership with the CISD and RISST “Go-to-Market” teams. This individual will provide leadership to the commercial team in development of marketing tools to manage/measure key aspects of the business. Engagement with internal and external customers to include various business units throughout Caterpillar worldwide and its subsidiaries, as well as external contacts which will include various customers and suppliers/vendors throughout worldwide markets. This position often confronts complex issues or problems which require careful analysis and diagnosis.


Additional Information:

  • Location: Peoria, IL (United States)
  • Required Travel: 40%-50% (Domestic/International)
  • Relocation Assistance Offered: Yes
  • Our team embraces flexibility through a hybrid work model. In addition to working onsite at our facility in Peoria, IL, our hybrid work model allows employees the flexibility to work from home based on business need.

What You Will Do:

  • Lead the execution of the worldwide product, market, digital and product services, and business strategies for Ground Engagement Tools, serving Construction & Resource Industries. Delivering profitable growth via leadership in markets and creating superior customer value.
  • Accountable for; Aftermarket growth strategy, execution of business plan, price/margin realization, insights from market trends, gathering voice of customer/dealer, Life Cycle Mgt, and New Product Introduction (NPI) input.
  • Contributes/Leads business partner alignment meeting with Senior Leadership to ensure transparency, accountability and actions plans to support services growth.
  • Analyze economic and competitive environments and identify alternatives, coordinate the development of technical and commercial information to quantify benefits/risks of each alternative, and present alternatives and recommend course of action to senior leadership.
  • Lead and Support GET Services Growth Projects that support MBD growth plans and Product Cost Initiatives
  • Lead and Develop staff in current positions and prepare them for ongoing opportunities at Caterpillar. This individual provides established clear goals, coaching, priorities, motivation, and encouragement for subordinates. Will be responsible for all personnel issues and performance evaluation of subordinates.
  • Lead and Support Growth through GTM Sales Channels (Original Bucket Manufactures, Rental, On-line purchases etc.).


What You Have (Basic Requirements):

  • Customer Focus: Knowledge of the buying criteria and critical customer requirements that align customer needs and satisfaction as primary considerations in all business decisions and ability to leverage that information in creating customized customer solutions.
    • Facilitates creation of the 'right' products and services to resolve customer business issues.
    • Fosters strong customer and business partner relationships via delivery on commitments, open communication, and on-going feedback/improvement.
    • Advises on creating customer focused solution on areas of lost opportunity to support Service Growth Strategy.
    • Anticipates customer and dealer needs, focusing efforts to proactively meet needs and exceed 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 competitive landscape, Industry trends, Product Performance Gaps, regulatory considerations; ability to apply industry knowledge appropriately to diverse situations.
    • Educates others on own organization in terms of the industry - its market position, niche (if any), etc.
    • Compares and contrasts the latest developments and emerging issues in the industry.
    • Raises coworkers' awareness of industry standards, practices, and guidelines.
    • Assesses how regulatory and reporting requirements apply to own organization.
    • Explains the development of industry segments - trends, consequences, key issues.
    • Discusses industry-specific cycles and associated considerations.
  • 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.
  • 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.
    • 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.
  • Business Development: Knowledge of business development tools, techniques, and approaches; ability to explore and develop potential areas of business growth for the organization.
    • Explains strategies for avoiding, mitigating, and resolving transportation capacity problems.
    • Teaches others about a variety of tools and techniques for evaluating market potential.
    • Develops standard processes to maximize business efficiency and effectiveness.
    • Coaches’ others on the design and implementation of campaigns to present products to new markets.
    • Develops strategies to present new business ideas to small and large perspective business partners.
    • Analyzes alternative business development approaches and strategies.
    • Designs common and industry-specific benchmarks for business development.
  • 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.
    • Delivers bottom-line proof with credible third-party validation that proposed solutions deliver benefits of greater value than the competition.
    • Research customer's industry, strategies, environment and plans to support their business needs.
    • Builds loyalty and 'partner versus vendor' relationships by helping customers understand, diagnose and resolve their complex business issues.
    • Provides analysis tools to identify, quantify and qualify business issues and solution value components to help clients assess alternative business proposals.
    • Provides highly solicited mentoring to various organizations regarding all aspects of 'value selling'.
    • Presents compelling business cases for very complex business issues, shifting proposed solution focus from cost to overall value (benefits/payback).

What Will Set You Apart (Preferred Qualifications):

  • 10 (plus) years of previous customer-focused leadership experience.
  • Seasoned business development experience, with a background in marketing, component/product applications, merchandising programs, and/or warranty practices and procedures.
  • Organizational and program management skills, and the ability to creatively solve very complex problems.

What You Will Get:

Through it all, we are one team – creating and delivering world-class components and solutions superior to the competition. Learn more about the Caterpillar Experience. The total rewards package, beyond based salary includes:

  • Annual Incentive Bonus Plan*
  • Medical, Dental, and Vision coverage starting Day 1
  • Paid Time Off Plan (Vacation, Holiday, Volunteer, etc.)
  • 401(k) Savings Plan including Company match.
  • Health Savings Account (HSA)
  • Flexible Spending Accounts (FSAs)
  • Short and long-term disability coverage
  • Life Insurance
  • Parental Leave
  • Employee Assistance Programs
  • Voluntary Benefits and Employee Discounts
  • Career Development

*Subject to annual eligibility an incentive plan guideline

About Caterpillar:

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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Relocation is available for this position.Visa Sponsorship is not available for this position. 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/careers.

Posting Dates:

July 1, 2024 - July 16, 2024

Any offer of employment is conditioned upon the successful completion of a drug screen.

EEO/AA Employer. All qualified individuals - Including minorities, females, veterans and individuals with disabilities - are encouraged to apply.

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