Channel Management Consultant

**Career Area**:
Sales

**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.

**Job Title**:Channel Management Consultant**

**Salary**:£60,000 - £75,000 (Depending on Experience)

**Location**: Peterborough / Birchwood

**Benefits**:

- 25 days annual leave,
- Up to 18% Bonus
- Monthly Car Allowance - £600pcm
- Contributory pension scheme - Caterpillar will double the employee's contribution Up to 10%
- Contributory share scheme - Caterpillar will match 50% of the employee's contribution.
- Optional flexible benefits including access to health and dental care plans, EV car lease, holiday purchase.

**Flexible working arrangements will be considered for this role, in-line with the needs of the business.**

**About IPSD**

**Job Opportunity.**

**The Channel Management Consultant **role which is part of the marketing and channel development team at IPSD will be responsible for managing the overall relationship and ongoing development of the Perkins distribution network within the Africa and Middle East region.

This role will collaborate closely with independent Perkins distribution partners in the territory to drive capability development and growth across the core areas of their operations, to ensure a superior customer experience consistent with our brand promise, code of conduct and divisional growth goals. Additionally, this role will be responsible for leading distributor transitions, including appointments and terminations where needed to enhance sales and product support capabilities.

**What you will do**
- Have ownership of the execution of Distributor Excellence process in territory, including the analysis and monitoring of key performance indicators and leadership of governance reviews with senior management.
- Work collaboratively across all levels within sales, marketing, service, and aftermarket to identify gaps in performance capabilities and take proactive leadership of initiatives and projects aimed at closing these gaps in a timely and planned way.
- Operational ownership of the distributor financial scorecard to facilitate strategic discussions on investment strategies and risk assessment.
- Formulate long term strategies to enhance the Perkins distribution network within the territory, proactively addressing underperformance and managing distributor transitions including appointments and terminations in a manner that mitigates risk.
- Serve as the main liaison between Perkins and distributor leaders on tactical issues within the territory to strengthen the overall partnership.
- Act as a trusted advisor to Perkins distributor owners/leaders to ensure ongoing alignment to the IPSD Full Power strategy.
- Identify best practises and develop tools or training packages to address skills and capability gaps within the territory

**What you will have**:
**Relationship Management**:

- Ability to build and maintain strong relationships with distributor leaders.
- Being approachable, empathetic, and responsive, as well as fostering trust and mutual respect
- Provides prompt and effective responses to distributor requests and interactions.

**Strategic Thinking**:

- Developing long-term strategies to grow and maintain the distribution network.
- Identifying challenges and implementing effective solutions.
- High level of curiosity and investigative mindset with attention to detail.

**Decision Making and Critical Thinking**
- Knowledge of data gathering and analysis tools, techniques, and processes; ability to collect and synthesize data from a variety of sources and stakeholders in an objective manner to reach a conclusion.
- Recognises, clarifies, and prioritises concerns.
- Assists in assessing risks, benefits, and consideration of alternative solutions to safeguard business interests.

**Effective Communications**
- Adapts documents and presentations for the intended audience - communicates well downward, upward, and outward
- Demonstrates both empathy and assertiveness when communicating a need or defending a position.
- Ability to negotiate successfully across the organization and with distributors in a constructive and collaborative manner.
- Being able to uses active listening and probing techniques to surface problems, issues, and interests.

**Global perspective**
- Distributor environments vary, and being flexible and open-minded to adapt to change and navigate through dynamic situations is vital.
- Obtains information regarding operational issues of other countries when making business decisions.
- Demonstrate an understanding and of channel management