Senior Territory 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.

About EPD:

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!

Job Summary:

Caterpillar’s Electric Power Division has an open opportunity as a Senior Territory Manager.  In this customer-facing role, you’ll build strong relationships with dealers, develop sales strategies to market company products and services, and assist in the development of dealer sales capability.  Your expertise will identify growth opportunities and deliver exceptional value to our customers.

What you will do: 

• Responsible for growing Electric Power retail sales in dealer territories in Canada, Upper Midwest, and the Pacific Northwest.

• Work with dealers in assigned territory to identify, prioritize, and execute actions to achieve annual sales goals. 

• Develop strategies to achieve new customer growth, improve sales funnel performance, and improve customer satisfaction.

• Create and execute key account plans for large accounts

• Facilitate sales forecasting, sales strategy planning, and support the rollout of new products with assigned dealers.

• Perform regular sales performance reviews with dealers and ensure implementation of corrective actions where needed.

• Provide feedback on product needs to support customers and provide additional opportunities for sales growth. 

What you will have: 

• Customer Focus: Extensive experience and 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.
  • Facilitates creation of the 'right' products and services to resolve customer business issues.
  • Fosters strong customer relationships via delivery on commitments, open communication, and on-going feedback/improvement.
  • Advises others on creating customer focused environments in various scenarios.
  • Anticipates customer needs, focusing efforts to proactively meet needs and exceed customer expectations.
  • Measures and observes customer satisfaction levels to ascertain and implement service improvement alternatives.
  • Communicates and models the criticality of customer focus as an organizational strategy.

• Decision Making and Critical Thinking: Extensive experience and knowledge of the decision-making process and associated tools and techniques; ability to accurately analyze situations and reach productive decisions based on informed judgment.
  • Differentiates assumptions, perspectives, and historical frameworks.
  • Evaluates past decisions for insights to improve decision-making process.
  • Assesses and validates decision options and points and predicts their potential impact.
  • Advises others in analyzing and synthesizing relevant data and assessing alternatives.
  • Uses effective decision-making approaches such as consultative, command, or consensus.
  • Ensures that assumptions and received wisdom are objectively analyzed in decisions.

• Effective Communications: Extensive experience and 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 t