Senior Manager Business Development - Dealer Management

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.

Cat Digital is the digital and technology arm of Caterpillar Inc., leveraging the latest technologies to build industry leading digital solutions for our customers and dealers. With over 1.5 million connected assets worldwide, our teams use data, technology, advanced analytics, telematics and AI capabilities to help our customers build a better, more sustainable world.

The Senior Manager Business Development is responsible for the overall management of strategic relationships with digital vendors that will provide services to CAT dealers. This position ensures alignment of the vendor with CAT Dealer’s and CAT Digital’s business goals and objectives through supporting vendor evaluation and selection, overseeing vendor relationship and performance and managing vendor risks. This position will work closely with CAT Digital Vendor Management.

• Accountable for vendor management and procurement activities for CAT Digital (>$150M in annual expenditure)
• The scope of work is global, across all key functions of CAT Dealer ERP Program
• Primary Internal Interface:
  Managers/Directors/Business Unit Heads
• Personnel: 3-5 Cat employees

The incumbent is responsible for leading all vendor management key activities and play a larger role in directing the work of others. Some of the key responsibilities are as follows:

• Translate CAT Digital and CAT Dealer strategy and business needs into strategy.
• Establish policies, standards, processes and templates for working with vendors.
• Develop and refine supplier segmentation frameworks for classifying and prioritizing suppliers.

• Coordinate with CAT Digital VMO and FSD Indirect Procurement, business units and other key functions on sourcing methods, vendor evaluation & selection, and negotiation.
• Assist business and functional teams with transition and transformation planning, due diligence and implementation

• Develop standard communication policy to convey key decisions, expectations, etc. to suppliers (includes email correspondence, virtual meetings, and site visits).
• Coordinate and conduct senior-level meetings between suppliers and CAT Dealer to ensure strategic alignment.
• Serve as a point of escalation to resolve issues and disputes.
• Partner with strategic vendor to identify development and co-investment opportunities and drive continuous capability improvement.

• Identify requirements and define process and tools to monitor supplier performance (scorecards, KPIs, dashboards) and report progress periodically
• Assess and report on vendors’ qualifications and risk, including financial and supply continuity risk (incl. financial, skills, tools, and the use of third parties)

• Ensure compliance, resolve contract disputes, and prevent savings leakage
• Establish a process and manage team to draft, modify, renew, finalize and/or terminate existing supplier contracts

• Oversee the governance of execution and processing of purchase requisition, purchase orders, invoices and receipts
• Oversee the governance of reconciliation of contracts, purchase orders and payments through PO and Invoice matching

• Provide appropriate support/training to Business Operations organization
• Drive a high-performance culture through performance targets, development plan, engagement strategy and regular performance reviews.
• Hire the right talent…