Senior Product (LEADS) Consultant

Beschreibung

Career Area:

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.

Role Definition

The Lead Consultant, Prioritized Service Event (PSE) & Lead Execution is responsible for driving the successful deployment, adoption, governance, and execution of Caterpillar-generated sales leads across Aftermarket and Prime products, with the primary focus on Condition Monitoring Prioritized Service Events (CM PSEs).

The role serves as the subject matter expert for Condition Monitoring Prioritized Service Event (CM PSE) lead execution, working closely with dealers, regional teams, and Caterpillar stakeholders to ensure leads are effectively delivered, prioritized, actioned, progressed through the sales funnel, and converted into measurable customer and business outcomes.

The position will have a strong focus on dealer adoption and execution, including improving funnel health, reducing aged leads, strengthening lead quality and data integrity, monitoring performance, and identifying process or system barriers that impact successful lead conversion.

Key Responsibilities

1. Lead Execution and Performance

• Lead the regional execution strategy for Prioritized Service Events (PSEs) and other Caterpillar-generated leads across Aftermarket and Prime products, with a primary focus on Condition Monitoring Prioritized Service Events (CM PSEs).
• Drive consistent processes for lead receipt, qualification, assignment, progression, closure, and feedback through dealer sales funnels.
• Monitor lead performance, funnel health, aged leads, conversion, Closed Won performance, and other relevant execution measures.
• Identify performance gaps and work collaboratively with dealers and Caterpillar teams to develop corrective actions.
• Establish and promote leading practices for lead execution across dealers.

2. Dealer Adoption and Capability

• Partner directly with dealers and internal stakeholders to increase adoption and effective utilization of Prioritized Service Event (PSE) and lead-management processes.
• Help dealers integrate Caterpillar-generated leads into their existing sales processes and operating rhythms.
• Provide coaching, training, leading practices, and hands-on support to dealer sales teams and leadership.
• Build dealer capability to turn data-driven opportunities into meaningful customer conversations and sales outcomes.
• Understand differences in dealer processes and systems and adapt execution approaches while maintaining appropriate governance and consistency.

3. Lead Governance and Continuous Improvement

• Provide subject matter expertise and governance for Prioritized Service Event (PSE) and broader lead-management processes.
• Establish clear expectations for how different lead types should be managed throughout the sales funnel.
• Monitor data quality, lead aging, assignment, funnel progression, and execution effectiveness.
• Identify systemic issues affecting lead execution and coordinate resolution across dealers, product teams, and supporting organizations.
• Use dealer feedback and performance data to recommend improvements to lead logic, processes, tools, measures, and reporting.

4. Cross-Functional Leadership

• Serve as a regional connection point between dealers, Dealer and Customer Solutions (DACS), Digital Services Division (DSD)/Industry teams, Digital Product teams, Center of Excellence (COE) consultants, Marketing and Sales Operations Representatives (MSORs), and other lead-generating organizations.
• Facilitate alignment on lead ownership, deployment, execution expectations, performance, and issue resolution.
• Represent dealer requirements and execution challenges with product and process owners.
• Influence stakeholders across organizations to drive agreed business and customer outcomes.

5. Technology and Process Integration

• Support the integration of Prioritized Service Events (PSEs) and other Caterpillar-generated leads into dealer Customer Relationship Management (CRM), Enterprise Resource Planning (ERP), and sales-management environments.
• Partner with dealers and technical teams to resolve lead routing, assignment, feedback-loop, integration, and data-quality issues.
• Support the evolution from individual Prioritized Service Event integrations toward broader lead-management capabilities such as One Funnel.
• Ensure technology supports and strengthens the business process rather than simply delivering data to the dealer.

6. Performance Insights and Business Outcomes

• Analyze regional, dealer, and lead-type performance to identify trends, risks, opportunities, and areas requiring intervention.
• Translate data into actionable recommendations for dealer and Caterpillar stakeholders.
• Track the effectiveness of interventions and share successful practices across the dealer network.
• Maintain focus on measurable outcomes, including stronger funnel health, timely lead action, improved conversion, incremental sales opportunities, and customer value.

Skill Requirements

Customer Focus | Extensive Experience

• Understands dealer and customer needs and translates them into practical lead-execution solutions.
• Uses customer and dealer feedback to improve lead quality and business processes.
• Builds trusted relationships and consistently delivers on commitments.
• Balances Caterpillar requirements with dealer processes and customer outcomes.

Sales Funnel & Lead Management | Extensive Experience

• Demonstrates a strong understanding of lead-management and sales-funnel processes.
• Understands lead qualification, assignment, progression, nurturing, conversion, and closure.
• Uses lead and sales data to identify opportunities and measure effectiveness.
• Coaches stakeholders in effective lead-management practices.

Products and Services | Extensive Experience

• Demonstrates a strong understanding of Caterpillar Aftermarket and Prime products, services, and lead-generation capabilities.
• Understands how product opportunities translate into dealer and customer value.
• Connects product knowledge with dealer sales processes and customer needs.
• Maintains awareness of evolving lead types, offerings, and digital capabilities.

Data Analysis & Critical Thinking | Extensive Experience

• Analyzes lead, funnel, and dealer performance data to identify trends and execution gaps.
• Distinguishes between technology, process, training, data-quality, and adoption issues.
• Uses evidence and data to prioritize actions and recommend solutions.
• Measures results and adjusts approaches based on performance and business outcomes.

Effective Communications | Extensive Experience

• Communicates complex lead, process, and performance information clearly to different audiences.
• Adapts communication and presentations for dealer, technical, operational, and leadership stakeholders.
• Demonstrates empathy and assertiveness when communicating requirements or addressing execution challenges.
• Communicates effectively across organizational levels and functions.
• Uses appropriate influencing techniques to gain alignment and drive action.

Relationship Management & Influencing | Extensive Experience

• Develops trusted relationships with dealers, regional teams, product groups, and global stakeholders.
• Influences outcomes across organizations without relying on direct authority.
• Facilitates alignment when ownership, priorities, or processes differ.
• Builds sustainable working relationships focused on shared customer and business outcomes.

Technical & Digital Acumen | Working to Extensive Experience

• Understands how leads flow between Caterpillar and dealer systems.
• Works effectively with Customer Relationship Management (CRM), Enterprise Resource Planning (ERP), lead-management, analytics, and data-integration teams.
• Diagnoses business-process and system issues affecting lead execution.
• Translates technical issues into understandable business impacts and requirements.

Value Selling | Extensive Experience

• Supports dealers in converting leads into customer value and measurable commercial outcomes.
• Understands how to connect lead opportunities with identifiable customer needs and business value.
• Helps dealers use data-driven opportunities to initiate meaningful customer conversations.
• Coaches stakeholders to demonstrate value throughout the sales process.
• Maintains a strong focus on dealer adoption and execution, including improving funnel health, reducing aged leads, strengthening lead quality and data integrity, and removing barriers impacting successful lead conversion.

Additional Information

• The preferred location is Perth, Australia but will also consider Melbourne, NSW and Perth location.
• This position requires working onsite five days a week.

Posting Dates:

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

Not ready to apply? Join our Talent Community.