Senior Sales Representative

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.

We are hiring a Senior Sales Representative to join Core Region supporting Caterpillar’s Customer Solutions Core Regions Division.

Role Summary:

As a Senior Sales Representative you will drive and strengthen dealer relationships to promote company products and services while advancing dealer sales capability and performance. You will also engage with customers throughout the territory to solve their toughest challenges.

What You Will Do (Job Duties):

• Drive Business Excellence: Leverage deep understanding of the business model to ensure compliance with established processes for variance programs and commercial action approvals.

• Shape Sales Strategy: Design and implement dealer forecasting, sales, rental, and used equipment strategies while championing effective sales techniques and leading new product rollouts.

• Lead Dealer Performance: Conduct regular performance reviews with dealers, establishing accountability and driving corrective actions that deliver measurable results.

• Grow the Business: Identify and pursue sales opportunities, elevate customer satisfaction, and cultivate lasting relationships that strengthen our market position.

What You Will Have (Core Skills):

Customer Focus: Builds strong customer relationships by anticipating needs, delivering on commitments, and creating tailored solutions that improve satisfaction and business outcomes. Champions a customer-first mindset and drives continuous improvement through feedback, insight, and service excellence.

Decision Making and Critical Thinking: Uses sound judgment, data, and critical thinking to evaluate complex situations, assess alternatives, and make timely, informed decisions. Applies structured decision-making approaches and helps others analyze information to drive effective business outcomes.

Effective Communications: Communicates clearly and effectively across all levels of the organization, adapting messages for different audiences and situations. Builds alignment through strong listening, thoughtful persuasion, and confident delivery in both written and verbal communication.

Relationship Management: Builds and maintains strong, collaborative relationships with clients, partners, and internal teams to support business goals and long-term success. Establishes trust, manages expectations, and creates alignment through consistent communication and follow-through.

Business Development: Identifies and supports opportunities for business growth by researching new markets, contributing to expansion strategies, and helping implement development initiatives. Uses business insight and practical tools to strengthen pipeline opportunities and drive growth.

Value Selling: Applies value-selling principles to understand customer needs, differentiate solutions, and communicate the business impact of products and services. Builds credibility as a trusted advisor by delivering value beyond the initial sale and strengthening long-term customer partnerships.

Top Candidates Will Also Have

• Experience in construction equipment industry sales

• Related experience in product support, quality and/or and engineering roles

• Prior field based or dealer facing experience

• Project management and consulting skills

• Knowledge and understanding of how CAT machines operate

Additional Information:

• This role travels frequently to dealer locations and customer sites (50-70%)

• The selected candidate is required to reside in Minnesota

• A company vehicle and cell phone stipend are provided.

• Domestic relocation will be considered.

• No sponsorship / no international relocation will be supported

 

 

Summary Pay Range:

$128,470.00 - $192,710.00

Compensation and benefits offered may vary depending on multiple individualized factors, job level, mar