Business Development Consultant

Career Area:

Strategy

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.

We are looking for a Business Development Consultant to join our KSA District team working within the Europe, Africa, Middle East and Eurasia (EAME) Distribution division.

At Caterpillar, we’re committed to our customers, who build a better, more sustainable world with our products, services and solutions. We understand and show the value of why they should choose us. We’re exploring new ideas and opportunities – innovating to discover the breakthroughs necessary for tomorrow’s growth. Through it all, we are one team – creating and delivering world-class products, services and solutions superior to the competition. Learn more about the Caterpillar Experience.

About the Europe, Africa, Middle East and Eurasia Distribution Division

This team manages Cat distribution across Europe, Africa, the Middle East, and Eurasia. The division provides clear guidance and support across all Cat dealers in the region to ensure their strong performance and their execution of the segment growth strategies. The division also delivers superior customer experiences, profitable services growth, and industry leadership.

The Role

As a Business Development Consultant, you’ll drive strategic project execution in the district, working closely with consultants in the Distribution Center of Excellence, Distribution Strategy, Cat Digital, and Segment partners to support profitable growth for Caterpillar and dealer in the district. You will implement processes and manage projects through strong influencing skills.

What You'll Do:

This role is ideal for someone with experience in commercial, digital, strategy, service or marketing and looking to expand their skills. The role will be responsible to drive dealer specific product support operations improvement as well as advising on marketing, digital and sales initiatives and dealer/customer related strategies, systems and processes. The role should be able to leverage data and analytics to support logical thinking and decision making. It is expected from the Business Development Consultant to demonstrate strong organizational skills with the ability to manage timelines, coordinate meetings, ensure timely follow-up and manage end-results.

What Will Put You Forward:

• Bachelor’s degree
• Working knowledge of various Cat systems and processes
• Minimum of 5+ years’ experience in commercial, marketing or digital roles
• Fluency in Arabic is a plus
• Strong influencing and project management skills
  
  

Additional Information

• Travel Requirement: > 20% travel locally and within the region.
• Work Arrangement: This is a full-time onsite role, with presence required five days a week at the Riyadh office.
  
  

Skill Descriptors:

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.

Level Extensive Experience:

• Facilitates creation of the 'right' products and services to resolve customer business issues.
• Fosters strong customer relationships via delivery on commitments, open communication, and on-going feedback/improvement.
• Advises others on creating customer focused environments in various scenarios.
• Anticipates customer needs, focusing efforts to proactively meet needs and exceed customer 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 organization's industry group, trends, directions, major issues, regulatory considerations, and trendsetters; ability to apply industry knowledge appropriately to diverse situations.

Level Basic Understanding:

• Explains how own organization compares to others in the industry.
• Describes key products and services in the industry.
• Identifies key industry segments and associated characteristics.
• Names key industry players, leaders, and trendsetters.
  
  

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.

Level Working Knowledge:

• Applies an assigned technique for critical thinking in a decision-making process.
• Identifies, obtains, and organizes relevant data and ideas.
• Participates in documenting data, ideas, players, stakeholders, and processes.
• Recognizes, clarifies, and prioritizes concerns.
• Assists in assessing risks, benefits and consideration of alternatives.
  
  

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.

Level Working Knowledge:

• Delivers helpful feedback that focuses on behaviors without offending the recipient.
• Listens to feedback without defensiveness and uses it for own communication effectiveness.
• Makes oral presentations and writes reports needed for own work.
• Avoids technical jargon when inappropriate.
• Looks for and considers non-verbal cues from individuals and groups.
  
  

Negotiating: Knowledge of successful negotiation concepts and techniques; ability to negotiate successfully across the organization and with external vendors and clients in a constructive and collaborative manner.

Level Working Knowledge:

• Works to achieve win-win in negotiations, rather than taking a win-lose approach.
• Focuses on issues rather than personalities.
• Uses active listening and probing techniques to surface problems, issues, and interests.
• Demonstrates a willingness to examine own position.
• Presents own position and listens attentively to position of others.
  
  

Relationship Management: Knowledge of relationship management techniques; ability to establish and maintain healthy working relationships with clients, vendors, and peers.

Level Extensive Experience:

• 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.
  
  

Account Management: Knowledge of account management; ability to manage day-to-day activities, providing services and support to existing clients.

Level Working Knowledge:

• Participates in orchestrating and coordinating a team sale.
• Uses proper resources for the day-to-day support of existing clients.
• Analyzes the sales history and current activity for a specific account.
• Coordinates with internal support functions to meet unique client needs.
• Provides account management support to a specific customer or account.
  
  

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.

Level Extensive Experience:

• Acquires and retains customers in multiple settings using 'value selling' techniques.
• Coaches others on the application of 'value selling' principles and practices.
• Delivers value-added services to customers beyond delivery of a purchased product, technology or service consistently.
• Qualifies sales prospects based on a clear understanding of customer business needs and the service company's determined ability to meet those needs.
• Solicits feedback from the customer community as a valued service provider.
• Teaches and coaches 'value selling' to others within the organization.
  
  

Posting Dates:

Caterpillar is an Equal Opportunity Employer. Qualified applicants of any age are encouraged to apply

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