Pricing Consultant
Caterpillar

Career Area:
Sales
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.

The Opportunity

Partners with product, financial and industry teams to guide the execution of dynamic and differentiated pricing strategies that align with product and enterprise goals for revenue and profitability, with a high level of direct involvement with senior leaders and increasing level of independence.

Responsibilities

• Analyzes, interprets and communicates a wide variety of data (economic and competitive environment, revenue and profitability, and historical forecasted sales, prices, discounts and price realization) to draw business insights and recommend actions to maximize sales and profitability
• Develops advanced strategic pricing recommendations for new and existing products and services to drive value-based pricing
• Provides thought leadership to key stakeholders in the development of pricing strategies for new and existing products and services
• Executes strategic and tactical price action within a robust pricing governance framework to implement future price changes

Skill Descriptors
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.
Level Working Knowledge:

• Communicates the importance of customer needs/expectations and commits to resolving them.
• Researches and verifies customer needs and expectations.
• Solicits customer satisfaction feedback and acts on improvement opportunities.
• Helps link organizational objectives to customer needs and expectations.
• Meets regularly with customers to understand their wants, needs and expectations.

Data Gathering & Analysis: Knowledge of data gathering and analysis tools, techniques, and processes; ability to collect and synthesize data from a variety of stakeholders and sources in an objective manner to reach a conclusion, goal, or judgment.
Level Extensive Experience:

• Advises on advanced data gathering and analysis methodologies and technologies.
• Oversees data gathering and analysis activities within the organization.
• Documents sources and validates the accuracy of data analysis by evaluating the pros and cons of data analysis methods used.
• Implements procedures and policies within a data processing function.
• Teaches others how to improve the validity and reliability of data used in various analyses.
• Evaluates best practices of data gathering and analysis within the industry.

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.
Level Working Knowledge:

• Applies an assigned technique for critical thinking in a decision-making process.
• Identifies, obtains, and organizes relevant data and ideas.
• Participates in documenting data, ideas, players, stakeholders, and processes.
• Recognizes, clarifies, and prioritizes concerns.
• Assists in assessing risks, benefits and consideration of alternatives.

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.
Level Working Knowledge:

• Delivers helpful feedback that focuses on behaviors without offending the recipient.
• Listens to feedback without defensiveness and uses it for own communication effectiveness.
• Makes oral presentations and writes reports needed for own work.
• Avoids technical jargon when inappropriate.
• Looks for and considers non-verbal cues from individuals and groups.

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.
Level Working Knowledge:

• Works to achieve win-win in negotiations, rather than taking a win-lose approach.
• Focuses on issues rather than personalities.
• Uses active listening and probing techniques to surface problems, issues, and interests.
• Demonstrates a willingness to examine own position.
• Presents own position and listens attentively to position of others.

Relationship Management: Knowledge of relationship management techniques; ability to establish and maintain healthy working relationships with clients, vendors, and peers.
Level Extensive Experience:

• Communicates to clients regarding expectations of all parties.
• Participates in negotiating the terms of the business relationship.
• Conducts periodic reviews of work effort, progress, issues, and successes.
• Maintains productive, long-term relationships with clients or vendors.
• Creates opportunities to educate support teams on client priorities.
• Empowers others to establish collaborative, healthy relationships.

Strategic Thinking: Knowledge of the importance of "big picture" thinking and planning; ability to apply organizational acumen and competitiveness to identify and maintain focus on key success factors for the organization.
Level Basic Understanding:

• Explains how a sense of competition with industry counterparts can motivate greater productivity.
• Identifies the key elements of the business strategy.
• Demonstrates the ability to articulate how own work supports the business strategy.
• Seeks help to clarify elements of the strategy that are beyond the group's influence.

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.
Level Working Knowledge:

• Uses 'value selling' techniques to successfully engage customers.
• Researches the customer's industry and organization before attempting sales calls.
• Discusses issues and considerations regarding current 'value selling' practices and recommends potential improvements.
• Quantifies proposed costs, benefits and value in customer terms.
• Defines and documents value-added activities and their benefits to customers beyond the initial sales transaction.

This Job Description is intended as a general guide to the job duties for this position and is intended for the purpose of establishing the specific salary grade. It is not designed to contain or be interpreted as an exhaustive summary of all responsibilities, duties and effort required of employees assigned to this job. At the discretion of management, this description may be changed at any time to address the evolving needs of the organization. It is expressly not intended to be a comprehensive list of "essential job functions" as that term is defined by the Americans with Disabilities Act.

Required Qualifications:

• 4 year college degree concentrated in business administration, finance, economics, statistics, accounting, marketing, or related fields
• 6-8 years of job-related experience

Desired Qualifications:

• Prior experience as a Revenue/Pricing Analyst or equivalent level job in a management role in 6 Sigma, Marketing (field assignment), Accounting, Finance or related field
• Knowledge of various Caterpillar products, product applications or merchandising programs, specifically aftermarket engines and engine components
• Experience in leveraging visualization tools to effectively communicate (both written and verbal) to key stakeholders throughout the enterprise
• PowerPoint and PowerBi proficiency
• Strong analytical ability with SQL and Excel skills
• Working knowledge of PPIDS
• Demonstrated initiative and results oriented
• Ability to remain agile and flexible with a positive attitude

Posting Dates:
April 29, 2024 - May 12, 2024
Any offer of employment is conditioned upon the successful completion of a drug screen.

EEO/AA Employer. All qualified individuals - Including minorities, females, veterans and individuals with disabilities - are encouraged to apply.

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