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.

About Us:

With 2024 sales and revenues of $64.8 billion, 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 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 does business on every continent, principally operating through three primary segments – Construction Industries, Resource Industries and Energy & Transportation – and providing financing and related services through our Financial Products segment.

Job Description:

The Director of Sales will lead a team of sales, aftermarket and application experts to achieve division goals to drive increased customer loyalty for the mining industry. 

Responsibilities:
•    Deliver business plan sales and industry targets for mining products and services.
•    Develop sales and marketing plan and manage initiatives to achieve business plan targets for products and services.
•    Ensure customer satisfaction through management of product and services commercial issues.
•    Lead sales opportunities identification, customer satisfaction improvement and business relationship enhancement.

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.
•    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.

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.
•    Educates others on mining organization in terms of industry position, niche (if any), etc.
•    Compares and contrasts the latest developments and emerging issues in the industry.
•    Raises coworkers' awareness of industry standards, practices and guidelines.
•    Assesses how regulatory and reporting requirements apply to own organization.
•    Explains the development of industry segments - trends, consequences, key issues.
•    Discusses industry-specific cycles and associated considerations.

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.
•    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.

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.
•    Reviews others' writing or presentations and provides feedback and coaching.
•    Adapts documents and presentations for the intended audience.
•    Demonstrates both empathy and assertiveness when communicating a need or defending a position.
•    Communicates well downward, upward, and outward.
•    Employs appropriate methods of persuasion when soliciting agreement.
•    Maintains focus on the topic at hand.

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.
•    Ensures negotiators have awareness of complementary yet diverse interests.
•    Successfully completes significant negotiations, both internal and external.
•    Details the risks of negotiation breakdown from each party's perspective.
•    Protects own position, while demonstrating willingness to achieve win-win.
•    Identifies similarities and differences in position and assesses impact on discussions.
•    Detects and addresses lack of progress or a stalemate.

Relationship Management:

Knowledge of relationship management techniques; ability to establish and maintain healthy working relationships with clients, vendors, and peers.
•    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.

Business Development:

Knowledge of business development tools, techniques and approaches; ability to explore and develop potential areas of business growth for the organization.
•    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.

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.
•    Delivers bottom-line proof with credible third-party validation that proposed solutions deliver benefits of greater value than the competition.
•    Researches customer's industry, strategies, environment and plans to support their business needs.
•    Builds loyalty and 'partner versus vendor' relationships by helping customers understand, diagnose and resolve their complex business issues.
•    Provides analysis tools to identify, quantify and qualify business issues and solution value components to help clients assess alternative business proposals.
•    Provides highly solicited mentoring to various organizations regarding all aspects of 'value selling'.
•    Presents compelling business cases for very complex business issues, shifting proposed solution focus from cost to overall value (benefits/payback).

Final details:

Please frequently check the email associated with your application, including the junk/spam folder, as this is the primary correspondence method. If you wish to know the status of your application – please use the candidate log-in on our career website as it will reflect any updates to your status. For more information, visit caterpillar.com. To connect with us on social media, visit caterpillar.com/socialmedia  #LinkedIn

*** This position is eligible for stock or other equity grants pursuant to Caterpillar’s long-term incentive plan. ***

Summary Pay Range:

$199,680.00 - $299,520.00

Compensation and benefits offered may vary depending on multiple individualized factors, job level, market location, job-related knowledge, skills, individual performance and experience. Please note that salary is only one component of total compensation at Caterpillar. 

Benefits:

Subject to plan eligibility, terms, and guidelines. This is a summary list of benefits.

• Medical, dental, and vision benefits*

• Paid time off plan (Vacation, Holidays, Volunteer, etc.)*

• 401(k) savings plans*

• Health Savings Account (HSA)*

• Flexible Spending Accounts (FSAs)*

• Health Lifestyle Programs*

• Employee Assistance Program*

• Voluntary Benefits and Employee Discounts*

• Career Development*

• Incentive bonus*

• Disability benefits

• Life Insurance

• Parental leave

• Adoption benefits

• Tuition Reimbursement

       

* These benefits also apply to part-time employees

Posting Dates:

March 25, 2025 - April 4, 2025

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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