Dealer Sales Development Consultant - Africa, Middle East & Eurasia at Caterpillar Inc.

Role Summary

• Dealer Sales Development Consultant (Training Consultant): this role is critical for shifting dealer sales teams from transactional sellers to trusted advisors by building customer-back selling skills, equipping dealer teams to position solutions, not just products; strengthening value-selling and services adoption and enhancing key account management through relationship-driven consultation.
• This position will reside in the EAME Distribution Services Division’s COE-Marketing & Sales Operations team in support of Dealer of the Future efforts to drive consistent, differentiated customer experiences and build dealer sales force capabilities aligned to segment growth priorities. It will collaborate closely with the Commercial Learning team within Global Commercial Talent Development.
• This role is responsible for the deployment and implementation of Dealer Sales & Leadership Development Processes to improve dealer salesforce commercial skills, dealer leaders’ skills and the dealers’ L&D organizations and learning effectiveness.

What Will You Do:

• Be primary point of contact in their region for dealers, District Industry and DSD teams for Sales & Leadership training
• Promote commercial training modules, courses and programs to dealers and regional & district teams; ensuring that courses and materials are relevant to dealers' needs and processes. Will engage primarily with dealer sales management, L&D and/or HR managers.
• Manage intake of dealer/district training requests for defined territory.
• Be knowledgeable of all Industry teams’ product training strategies, resources & contacts.
• Gather regional dealer feedback and provide these insights to the Global Commercial Learning team to identify needs, gaps and improvement opportunities to ensure success of the training program.
• Be knowledgeable of Sales & Leadership competency models, assessment tools, learning solutions and learning platforms.
• Assess dealers’ salesforce learning and development capability & advise dealers on key improvement areas.

What 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.
• Service Excellence: Knowledge of customer service concepts and techniques; ability to meet or exceed customer needs and expectations and provide excellent service in a direct or indirect manner.
• Consulting: Knowledge of techniques, roles, and responsibilities in providing technical or business guidance to clients, both internal and external; ability to apply consulting knowledge appropriately.
• 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.
• 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.
• Problem Solving: Knowledge of approaches, tools, techniques for recognizing, anticipating, and resolving organizational, operational or process problems; ability to apply knowledge of problem solving appropriately to diverse situations.
• Relationship Management: Knowledge of relationship management techniques; ability to establish and maintain healthy working relationships with clients, vendors, and peers.
• Training Operations: Knowledge of training processes and procedures; ability to implement training related tasks and programs to ensure smooth daily and strategic training operations.

Best Candidates Will Also Have:

• Experience working with dealer, distributor, reseller, or channel partner networks in a complex B2B environment.
• Proven background in sales enablement, commercial excellence, sales force effectiveness, or capability development programs.
• Experience assessing sales team capabilities and implementing development plans to improve commercial performance.
• Strong stakeholder management and consulting skills, with the ability to influence dealer leadership, Sales Managers, HR, and L&D teams.
• Fluency in English is mandatory. Additional language skills such as Arabic, Russian or Turkish are considered an advantage.

Additional Information:

• This role requires up to 35% of business travel time.
• This is a fully office-based position requiring 5 days per week in the office when not traveling for business.
• Please note that no relocation support is available for this position.