Marketing & Sales Operations Consultant

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.

Summary The Marketing & Sales Operations Consultant (Retail Execution Excellence - REX) is a member of a centralized, rapid-response consultancy within the new commercial organization. The role mobilizes on demand—deploying to underperforming dealers to diagnose root causes and restore performance, and standing up new commercial capabilities (new go-to-market models, retail concepts, tools, and processes) as they are introduced across the network. Acting as a hands-on consultant across sales, rental, service, and digital operations, the Business Deployment Consultant delivers a customer-back approach, transfers capability to the field, and exits once performance and standard work are self-sustaining.

1. Safety & Winning Culture Goal: Achieve zero recordable incidents and foster a culture of proactive safety and engagement across all deployment activities. Specific: Embed “Take 60 Seconds” readiness checks into every site visit and ensure all deployment work adheres to safety protocols. Measurable: 100% completion of safety training; zero recordables for site work; safety compliance verified on every engagement. Achievable: Leverage standardized checklists and learnings; integrate safety KPIs into daily activities. Relevant: Supports the enterprise safety vision and Winning Culture by modeling “Win the Right Way” behaviors. Time-bound: Complete all trainings and audits annually. 2. Rapid Diagnosis & Turnaround [GROWTH] Dealer Performance Triage: Rapidly deploy to identified low-performing dealers; baseline current performance and diagnose root causes across sales, rental, aftermarket, and digital operations. Corrective Action Planning: Build and execute time-bound turnaround plans with clear owners, milestones, and success measures; drive on-site execution alongside dealer teams. Performance Monitoring & KPIs: Track and analyze indicators such as PINS, new customer sales, rental revenue, aftermarket STU, and customer ease; adjust tactics based on data. Issue Escalation & Resolution: Troubleshoot day-to-day operational barriers and escalate systemic issues to the appropriate functional owners for resolution. Capability Transfer & Exit: Coach and embed standard work so gains are sustained; transition ownership back to the field / dealer and exit once performance is self-sustaining. 3. New Commercial Capability Deployment [SPEED TO SCALE] Stand-Up of New Capabilities: Mobilize to pilot and deploy new commercial capabilities (go-to-market models, retail concepts, digital tools, pricing/programs) as they are introduced. Standard Work & Playbooks: Convert new concepts into repeatable dealer-ready kits—process maps, playbooks, training, and scorecards—and codify pilot → scale learnings. Cross-Functional Coordination: Partner across BCP Industry, Rental & Used, Services, Cat Digital, Cat Financial, DSD, and Marketing to align execution and clear dependencies. Change Management: Lead adoption at the dealer and field level, managing communications, training, and reinforcement to make new capabilities stick. Reporting & Governance: Provide progress updates and outcomes to leadership; support governance cadences and feed results back into program design. 4. Relationship & Stakeholder Management [CUSTOMER FOCUS] Dealer & Customer Relationships: Build trust quickly with dealer personnel and customers, acting as a credible liaison to ensure seamless communication and execution.