Marketing & Sales Operations Consultant

Career Area

Sales

Position 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.

What You Will Do

• Safety & Winning Culture – Achieve zero recordable incidents and foster a culture of proactive safety and engagement across all deployment activities. Embed “Take 60 Seconds” readiness checks into every site visit and ensure all deployment work adheres to safety protocols.
• Rapid Diagnosis & Turnaround [GROWTH] – Rapidly deploy to identified low-performing dealers; baseline current performance and diagnose root causes across sales, rental, aftermarket, and digital operations. Build and execute time-bound turnaround plans with clear owners, milestones, and success measures.
• 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.
• New Commercial Capability Deployment [SPEED TO SCALE] – 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.
• Relationship & Stakeholder Management [CUSTOMER FOCUS] – Build trust quickly with dealer personnel and customers, acting as a credible liaison to ensure seamless communication and execution.

What You Have

• Bachelor’s degree
• Demonstrated experience in sales, service, rental, or retail operations within the Caterpillar dealer network (or comparable industrial distribution)
• Strong understanding of dealer operations, commercial models, customer experience principles, and digital tools
• Proven ability to diagnose performance gaps and drive measurable turnaround in a fast-paced, ambiguous environment
• Excellent communication, interpersonal, and project management skills; a self-starter empowered to make decisions in support of broader strategy
• Willingness to travel extensively on short notice and work across multiple sites and regions

Top Candidates Will Also Have

• Field representative or dealer leadership experience with Caterpillar or its dealers
• Experience in management/operational consulting, process improvement, or rapid deployment/turnaround work
• Familiarity with Cat Compact, ST2, and other new commercial capabilities and retail concepts
• Strong analytical skills and ability to translate data and VOC into action
• Change management and cross-functional program leadership experience

Additional Information

• Travel: Extensive, often on short notice, to support dealer turnarounds and capability deployments
• This position requires working onsite five days a week

Benefits

Our goal at Caterpillar is for you to have a rewarding career. Benefits include day one benefits along with the potential of a variable bonus. Additional benefits include paid annual leave, flexi leave, medical and insurance (prorated based upon hire date).