Senior Sales Manager

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.

Your Impact 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 Summary:
As a Senior Sales Manager , you will be responsible for leading a team of Sales Managers, provide consistent coverage and act as a liaison with dealers and customers to influence sales and parts sales. The selected candidate will be covering both North and South America.

What You Will Do:

• Deliver business plan sales and market share targets for the company products in a given industry segment or market.

• Develop sales and marketing plan and manage merchandising plans to achieve business plan targets for company products and services.

• Ensuring customer satisfaction through management of product and commercial issues; Overseeing service goodwill spending on all products within the industry segment.

• Leading the selling opportunities identification, customer satisfaction improvement and business relationship enhancement.

• Act as a single point of contact for one or more of the following:  warranty, prime product sales, parts sales, service support training, dealer development and the administration of dealer programs.

• Integrate diverse functions and independently manages day-to-day interactional activities within set parameters.

• Understand and is current on customer/dealer markets and administers appropriate dealer programs to support and develop product sales, dealer effectiveness (LTDD’s), overall segment growth, S&OP forecast inputs, NPI process, process improvement, warranty policy, etc. 

• Apply product and industry knowledge in support of Caterpillar, dealer and customer expectations and is responsible for near-term strategic planning within a 0-18 month horizon

• Interact with high-level professionals (internal and external) and should exhibit effective relationship building and communication skills.

• Call on the Dealer Principal and the General Manager in an effort to influence their investment

• initiatives, which support Caterpillar’s strategic initiatives.

• Understand complex commercial issues, which can affect the business, such as local political situations, business and economic conditions and relates these back to the appropriate areas of Caterpillar for action.

• Manage a work unit of primarily management/professional employees where monitoring and reviewing work of subordinates is required as well as training, developing, and mentoring

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.
Industry Knowledge: Knowledge of the organization's industry group, trends, directions, major issues, regulatory considerations, and trendsetters; ability to apply industry knowledge appropriately to diverse situations.
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.
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.
Relationship Management: Knowledge of relationship management techniques; ability to establish and maintain healthy working relationships with clients, vendors, and peers.
Business Development: Knowledge of business development tools, techniques and approaches; ability to explore and develop potential areas of business growth for the organization.
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.

Top Candidates Will Also Have:

Engine/Power Generation skills and experience.

Understanding of mechanized claims processing, service data systems and/or dealer operations.

Proven track record of sales growth.

The ability to direct multi-functional activities (whether in the same segment or different segments) and global exposure (25% or more of the job dealing internationally).

Additional Information

• Relocation assistance is available

• This position is located in Dallas, TX

• Up to 40% travel

What You Will Get:

Our goal at Caterpillar is for you to have a rewarding career. Our teams are critical to the success of our customers who build a better world.

Here you earn more than just a salary. Because we value your performance, we offer a total rewards package that provides day-one benefits, including but not limited to:

• Competitive salary and annual bonus program

• Medical, dental, and vision coverage​

• Paid time off plan (Vacation, Holiday, Volunteer, Etc.)​

• Company-matched 401(k) plan

• Stock option opportunity over time

• Health savings account (HSA)​

• Flexible spending accounts (FSAs)​

• Short and long-term disability coverage​

• Life Insurance​

• Paid parental leave​

• Healthy Lifestyle Programs​

• Employee Assistance Programs​

• Voluntary Benefits (Ex. Accident, Identity Theft Protection)

• Strong community involvement

Caterpillar Inc. is the world’s leading manufacturer of construction and mining equipment, off-highway diesel and natural gas engines, industrial gas turbines and diesel-electric locomotives. For nearly 100 years, we’ve been helping customers build a better, more sustainable world and are committed and contributing to a reduced-carbon future. Our innovative products and services, backed by our global dealer network, provide exceptional value that helps customers succeed.

Caterpillar's Electric Power Division (EPD) offers integrated solutions, parts, and services to meet the needs of our various commercial and industrial electric power customers. EPD supports a wide range of customer applications across the globe, including providing back-up power to hospitals, providing emergency power when natural disasters strike, and supporting critical infrastructure for data centers, municipalities, and more. With a rich history of more than 95 years in the electric power business, our team has world-class expertise and a proven ability to adapt to changing demands. We’re committed to providing sustainable and reliable solutions to our customers. Join our team to help build a better, more sustainable world for future generations! 

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

This employer is not currently hiring foreign national applicants that require or will require sponsorship tied to specific employer, such as H, L, TN, F, J, E, O.

As a global company, Caterpillar offers many job opportunities outside of the U.S. which can be found through our employment website at   www.caterpillar.com/careers   #LI-Hybrid

Posting Dates:

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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