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.

Caterpillar’s Building Construction Products (BCP) division has an opportunity to join our sales organization as a Sales Manager for small and compact equipment covering the small contractor industry. This supervisory role oversees a team of 7, covering 9 Caterpillar dealers in the North Central Region.

Role Summary: Support dealers in the development and implementation of programs and processes to grow machine sales, attachments sales, parts and service, and CVA sales for BCP equipment in the North Central Region. Increase share of industry customer spend on Caterpillar products and services and drive increased customer loyalty.

What You’ll Do

• Make a real impact by proactively resolving product and commercial issues - You’ll be at the heart of building loyalty and trust with our customers.
• Drive exceptional results by meeting and exceeding Business Plan targets for sales and market/industry growth of Caterpillar machines and attachments throughout your assigned territory. Your success helps shape Caterpillar’s position within the industry.
• Deliver true value to our customers by championing integrated solutions - bring together machines, services, parts, and technology to create comprehensive offerings that solve real customer challenges and problems.
• Take ownership of Merchandising Funds, managing Sales Variance, ensuring strong price realization, and Operating Profit After Capital Charges (OPACC). Your strategic stewardship and leadership powers profitable growth and rewards initiative.
• Design and execute innovative Marketing Plans to energize sales and expand Caterpillar’s reach within target customer markets. Your creative ideas and execution drive business transformation.
• Oversee service goodwill investments for all products in your industry segment, ensuring that Caterpillar stands behind its solutions and supports customers with integrity.
• Lead and inspire service technical representatives to put quality first, achieving key milestones in Continuous Product Improvement and Product Improvement Programs—because excellence and quality is central to our brand.
• Provide dynamic leadership and guidance to industry field representatives across sales, application, service, and product support roles, ensuring everyone is aligned around integrated sales strategies and working together for shared success.
• Champion the growth and development of district sales and service teams—set ambitious objectives, uphold high standards, and support ongoing training and evaluation.
• By excelling in all these areas, you will not only elevate customer satisfaction but also create a lasting, positive impact on both our clients and the company.
   

What You Have (Core Skills)

• Value Selling: Leadership ability to articulate, demonstrate, and deliver meaningful value by aligning products, solutions, and services to clearly understood customer needs and strategic goals.
• Negotiation: Ability to build trust, lead, identify shared interests, and craft agreements that create sustainable value for all parties both inside and outside the organization.
• Customer Focus: Champion a culture where customer needs, expectations, and long‑term satisfaction guide strategic decisions, resource allocation, and team priorities. Actively seeks deep understanding of customer perspectives, modeling accountability for customer outcomes.
• Industry Knowledge: Continuously scan the external landscape, translate complex industry developments into clear implications for the business, and elevate organizational awareness by sharing actionable insights
• Relationship Management: Leadership ability to cultivate, strengthen, and sustain strategic partnerships that advance organizational goals and long‑term success.
• Effective Communications: Convey information, ideas, and direction with clarity, authenticity, and strategic intent, ensuring shared understanding, influence, and alignment.
• Decision Making and Critical Thinking: Evaluate complex information, challenge assumptions, and integrate multiple perspectives to reach sound, forward‑thinking decisions that strengthen organizational performa