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.

Role Definition
Manages day-to-day operations of a sales team to achieve business goals. Sets regional sales goals and targets.

Responsibilities
• Identifying and analyzing organization's strengths and weaknesses, and responding to opportunities in sales and operations environment.
• Supervising and coordinating the daily activities of staff engaged in promoting and selling a product, driving operational improvement, and overseeing the resolution of customer complaints.
• Developing and managing sales programs in alignment with long and short-term sales strategies; establishing training programs for team.
• Leading the selling opportunities identification, customer satisfaction improvement and business relationship enhancement.

Degree Requirement
Degree or equivalent experience desired

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 Expert:
• Champions, models and directs an organization's commitment to externally focused decision-making tied to customer business needs and satisfaction.
• Provides customer focused vision, strategy and leadership that exceeds customer expectations.
• Persuasively articulates the link between customer focus and enhanced business success to stakeholders.
• Teaches others to foster customer relationships based on mutual understanding, respect, trust and 'business partnering'.
• Develops 'best practices' to create, evaluate and enhance customer loyalty that are sought by others within and outside the organization.
• Consults with senior executives regarding critical success factors and details to being a customer focused organization.

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 Expert:
• Analyzes and discusses alternatives with multiple stakeholders.
• Monitors developments in critical-thinking and decision-making models for potential use by organization.
• Coaches others in decision-making models, processes, and practices.
• Anticipates special issues and considerations for effective decision-making during a crisis.
• Shares experiences regarding optimal timing and circumstances for refraining from or making decisions.
• Differentiates between content and context of a decision.

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 Expert:
• Leads complex, high-impact or volatile negotiations involving high business risks.
• Advocates a win-win approach to negotiating.
• Explains appropriateness of using adversarial negotiating versus joint problem-solving techniques.
• Overcomes resistance to the negotiation process.
• Teaches others the subtleties of negotiating strategic or high-impact agreements.
• Negotiates complex matters involving multiple parties.

Relationship Management: Knowledge of relationship management techniques; ability to establish and maintain healthy working relationships with clients, vendors, and peers.
Level Expert:
• Oversees key client reviews to assure service and relationship satisfaction.
• Coaches others in the value, issues, and methods of client partnering.
• Collaborates with clients in the pursuit of common business objectives.
• Maintains status information on major developments in client or partner environment.
• Works directly with clients to discern business trends and their implications.
• Fosters a climate conducive to establishing positive working relationships with outsiders.

Team Management: Knowledge of effective team building techniques; ability to form and manage effective teams.
Level Extensive Experience:
• Brings projects to closure and ensures capture of what can be learned from the experience.
• Leads the definition of team mission and objectives for a variety of teams.
• Employs appropriate techniques for maintaining team enthusiasm, energy, and focus.
• Ensures that team members are on board, unified, and moving in the same direction.
• Communicates both within the team and to stakeholders.
• Learns and utilizes special talents and work styles of team members.

Business Development: Knowledge of business development tools, techniques and approaches; ability to explore and develop potential areas of business growth for the organization.
Level Extensive Experience:
• Teaches others about a variety of tools and techniques for evaluating market potential.
• Develops standard processes to maximize business efficiency and effectiveness.
• Coaches others on the design and implementation of campaigns to present products to new markets.
• Develops strategies to present new business ideas to small and large perspective business partners.
• Analyzes alternative business development approaches and strategies.
• Designs common and industry-specific benchmarks for business development.

Sales Forecasting: Knowledge of sales forecasting tools, skills and techniques; ability to estimate sales trends in the market.
Level Expert:
• Articulates historical background and future perspective of sales forecasting.
• Predicts the trends and developments in sales forecasting within the market.
• Leads discussions on problems and solutions which are associated with different sales forecasting cases.
• Develops policies, strategies and best practices for complex forecasting; designs industry-wide sales forecasting standards.
• Champions the adoption of new sales forecasting technologies and methodologies.
• Consults on the full spectrum of forecasting methods.

Strategic Sales Planning: Knowledge of sales principles, processes, techniques and tools; ability to develop sales plans that are future-oriented, support business strategy and reflect understanding of emerging, as well as existing, opportunities and markets.
Level Extensive Experience:
• Provides key insights into most components of strategic sales planning.
• Trains others on strategic sales planning in multiple and diverse environments.
• Evaluates key benefits, drawbacks and rationale for strategic sales planning standards, policies and practices.
• Develops and explains strategic sales planning best practices and rationale for the organization and industry.
• Anticipates key strategic sales planning issues and considerations.
• Consults on strategic sales planning methods in relation to business relationships, inter-dependencies and integration.

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.

Posting Dates:

February 25, 2026 - April 29, 2026

Caterpillar is an Equal Opportunity Employer.  Qualified applicants of any age are encouraged to apply

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