Sales Support Analyst Full Time

Role Summary

As a Sales Support Analyst at Caterpillar, you will support the EAME BCP Industry Team in achieving their annual Business Targets (STUs, PINS, Attachments, CVAs, New Customers PINS, Profitability), and contribute to sales growth leading to strategic advantage for the division’s long-term leadership. You will monitor the business and generate recommendations that contribute to both the short-term and long-term initiatives of these plans.

 What You Will Do

• Merchandising: Lead monthly analysis on SVPT versus forecast and identify risks and gaps. Commercial support resource for the BCP Sales reps and dealers. Work as a core team member on pricing reviews. Deep dive in sales programs and provide recommendations on potential optimization and re-allocation of funds.
• Support the sales team with dealer S&OP Process and Order Conformance: Develop into becoming the team expert in S&OP process and analysis. Assist field sales team with tasks as dealers forecast. Lead monthly analysis to support sales team (including active participation in top 5 dealers monthly Demand Reviews). Identify issues and provide recommendations for reps, ensure DPA alignment and track Order Conformance gaps.
• Create and monitor the active deals list for region with full details (supply, pricing, timeline) and identify the pipeline priorities by editing the customer priority list.
• Market and competitive trends analysis and VOC: Point of contact to gather, analyze and summarize market input and VOC. Provide structured feedback to Product Groups.
• Lead analytics projects to deliver specific business outcomes.
• Meet expectations to deliver results, learn to consider alternative courses of actions, make timely decisions, and develop communication skills.
• Consult with the product groups, districts, and dealers to develop and implement customer solutions designed to maximize product value and price.
• Act as a product and commercial support resource with key focus on a specific product family or specific industries/applications.
• Support and consultancy; basic product and application knowledge, end-user critical requirements, general knowledge of competitive analysis, market needs, growth opportunities and merchandising plans.
• Represent division on sales issues relating to the products/markets; implement the new product marketing activities.
• Support districts and dealers at shows, customer programs, basic product training and other district sales initiatives.
• After few months into the role, the individual would get assigned dealers to manage directly (territory to be confirmed).
• This position will lead into a full-time BCP Industry Sales Rep position with more responsibilities covering a more complex territory.

Skills You Will Have

• 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.
• Industry & Product Knowledge: Knowledge of the organization’s industry group, component product groups, trends, directions, major issues, regulatory considerations, and trendsetters; ability to apply industry knowledge appropriately to diverse situations.
• Decision Making and Critical Thinking: Knowledge of the decision-making process and associated tools and techniques; ability to accurately analyse 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 behaviours.
• 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.
• Relationship Management: Knowledge of relationship management techniques; ability to establish and maintain healthy working relationships with clients, vendors, and peers.
• Business Development: Knowledge of business development tools, techniques, and approaches; ability to explore and develop potential areas of business growth for the organization.
• 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.

What Will Put You Ahead

• A college degree or equivalent with minimum 2 years of Caterpillar and/or industry experience. Completion of Caterpillar pre-field marketing training program a plus.
• Basic understanding of the commercial side of the business and how the dealer network functions.
• Sound commercial judgment, analytical skills, and communication skills, along with a basic understanding of the product line, dealer organization, and customers.
• Experience in one or more of the following: Tableau, Alteryx, Power BI, MS Access, SQL, Python.
• Able to analyse and present complex data set for decision making.
• Relevant experience in marketing, product development, sales, business, economics, engineering, or project management.
• Able to work independently and communicate effectively with Caterpillar personnel, dealers, and customers.
• Fluent in English and at least one other EAME language (French and Arabic languages would be an asset).
• Strong customer focus and ability to influence.
• High levels of numeracy and strong analytical skills, including the ability to analyze and make recommendations on based on facts and data as well as ambiguous data sources.
• A structured approach to problem solving utilizing quantitative and qualitative methods.
• High level of interpersonal and communication skills.