Business Development Marketing Manager

Career Area:

Job Description:

The Business Development Marketing Manager is responsible for the successful marketing of Machines, Work Tools and Services with our dealers and field teams through the expansion of the product line and dealers’ engagement into the Industry Segments in EAME.

• Responsible for leadership and supervision of a team typically comprised of product application experts, and Work Tool Support Analyst to achieve goals.

• Support the field sales team with the Marketing & Go-to-Market activities to meet/exceed Business Plan (PINS, Sales, Yield) targets for Purpose Build Machines and Caterpillar Work tools sold into the Industry segments

• Responsible to work with product group to develop new products and work tools for the Industry Segments (eg New Product Introductions (NPI). For example, this includes, but not limited to:

  • Gathering Voice of Customer and documenting Unmet Customer needs

  • Supporting the NPI team, dealers and customers with Field Follow machines and reporting back on Product Quality, Performance and Customer feedback

  • Driving Product Comparison Evaluations to understand Product Value & Market Positioning vs Competition

• Develop dealer, district sales and service staff & customers with technical product & application support (execute training, technical inquiries, customer job site assessment, dealer advisory panels)

• Development of Training Solutions (basic, advanced, online, virtual & physical) with clear learning objectives and customer value messages.

• Drive Go-to-Market with the Industry field team and dealers:

  • NPI GTM readiness: timely develop and prepare marketing materials, training materials & customer events to promote NPI/NMI Caterpillar Product & Solutions

  • Lead annual Business Planning & Monthly Business Reviews in collaboration with EXD, MWL and LWL

  • Develop relevant reports on trends required to support necessary Business Reviews

  • Develop Marketing Plans to Achieve BP for Machines, Rental, Work Tools & Services

  • Develop & execute Marketing & Communications Tactical Plan in collaboration with GCI Global Marketing team

  • Leading the development and facilitation of Customer Seminars & Press Event for the Industry Segments in close collaboration with Business Partners and Machine Business Divisions.

• Support the Work Tool Support Analyst that are handling Dealer inquiries around Work Tool Orders Status, Collaborate with EXD/EMD/LWL supply chain for critical order management, provide guidance on Order Griefs, and that support Sales Engineering activities (for example Engineered to Order Work Tools eg Buckets, Work Tool Matching & Configuration Support)

• This position is a general business development role and does not have the authority to agree or negotiate the main terms of individual deals.

APPLICABLE METRICS ARE AS FOLLOWS:

• Business Plan Achievement: Machines, Work Tools

• Sales Growth: Machines (Volumes), Work Tools (Yield/ratio) and Service (CVA)

• NPI / Go-to-Market: Timeliness

• Demand Management: Business Planning

• Customer Satisfaction: Machines, Work Tools

BACKGROUND/EXPERIENCE:

• The position requires thorough knowledge of company products and product applications

• Strong commercial & business acumen

• Strong understanding of dealers as well as customers is required.

• College or university degree or equivalent experience.

• 8 to 12 years as an individual contributor and previous field experience.

• Excellent interpersonal skills are required in order to deal with sensitive issues, develop others, or persuade others inside and outside the department to take specific action.

• Fluent in English

Additional Information:
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.

At Caterpillar we embrace and promote diversity, we encourage our people to be themselves, this is a place where we succeed on merit.
Please do not hesitate to apply if you feel you have the relevant skills and experience for the role.

Relocation is not available for this position.
Caterpillar is an Equal Opportunity Employer (EEO).

NB. The panel cannot make assumptions when shortlisting therefore please demonstrate your qualifications and experience on your CV relevant to the criteria outlined.

Pending the number of applications, the criteria for the position may be enhanced to facilitate shortlisting.

A valid work permit is required for this position.

Caterpillar is an Equal Opportunity Employer (EEO).

Not ready to apply? Submit your information to our Talent Network here .