Lead & Opportunity Management Consultant

at  Caterpillar

ROLE DEFINITION

This position of Lead & Opportunity Management Consultant will report to the Marketing and Sales Operations Manager of EAME. In this role, the candidate is accountable to drive development and maturity of the dealer network’s sales funnel management processes. In line with Caterpillar’s Services Growth strategy, the candidate will support sales funnel improvement activities within the areas of opportunity stage management, prioritized service events, Condition Monitoring leads, and Customer led lead generation.
The role is accountable to drive dealer development within sales funnel management processes as an enabler of Caterpillar’s Services Growth Strategy.

JOB DUTIES/RESPONSIBILITIES MAY INCLUDE, BUT ARE NOT LIMITED TO:

• Responsible to drive the dealer sales funnel management process effectiveness.
• Provide support on lead planning and generation, lead and opportunity management, sales funnel management functions and sales campaign management.
• Provide improvement opportunities in efficiency and effectiveness in dealer network CRM management
• Analyze Dealer sales funnel management stages to identify velocity and quality improvements.
• Lead workshops to map dealer processes, identify areas of improvement, produce quality recommendations and support execution through action plans and governance.
• Collaborate with Caterpillar Industries across Machines and Aftermarket to achieve mutual goals
• Work with Global Process Owners and other divisions to define process capability improvements and enhancements to the Marketing & Sales Operations Excellence Program Marketing and Campaign Management and Lead and Opportunity Management Attributes.
• Demonstrated ability to effectively work and influence senior management teams in Sales and Service departments of our dealer network.
  What skills you will have: Proven experience in Industry, digital or Retail sales enablement. Knowledge of CRM management and experience driving sales change management. Experience in data visualization tools such as PowerBI or Excel. Proficiency in English with other European languages a bonus.
  Additional Information: Position will require ~30% travel

SKILLS REQUIRED FOR SUCCESS IN THIS ROLE:

• 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.
• Collaborating: Knowledge of collaborative techniques; ability to work with a variety of individuals and groups in a constructive and collaborative manner.
• Creativity: Knowledge of the approaches, tools, and techniques for promoting creative, original thinking and ability to apply it to a variety of business situations.
• 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.