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.

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 (EPD) is seeking a high-performing Sales Manager to lead commercial growth and dealer engagement across the Eastern United States. This role is responsible for driving sales execution and market development for both Large Electric Power Solutions (LEPS) and Retail Electric Power Solutions (REPS) through Caterpillar's dealer network.

As the North America leader for the Eastern U.S. territory, you will lead, coach, and develop a team of sales representatives and product consultants while partnering closely with dealers to achieve sales growth, customer satisfaction, and strategic business objectives. This position serves as a critical link between Caterpillar, dealers, and end users, ensuring successful execution of sales initiatives, inventory strategies, marketing campaigns, and customer engagement programs.

The ideal candidate brings strong leadership capability, a customer-first mindset, commercial acumen, and the ability to influence across a complex network of dealers, customers, and cross-functional business partners.

Success in this role requires a leader who combines strong commercial expertise, customer-focused decision making, and a passion for coaching others while driving sustainable growth through the Caterpillar dealer network.

Additional Information

• This position is located in Irving, TX or Minneapolis, MN.
• Domestic travel up to 60% is required.
• Domestic relocation assistance is offered for this position.
• Visa sponsorship is NOT offered for this position.
• We’re back! All roles at Caterpillar Inc. report on-site 5 days per week

What You Will Do

• Lead and develop a team of sales representatives and product consultants across the Eastern U.S. region.
• Provide ongoing coaching, mentoring, and performance management to support individual and team success.
• Establish sales objectives, monitor performance metrics, and drive accountability to achieve business goals.
• Partner with Caterpillar dealers to develop and execute growth strategies for LEPS and REPS product lines.
• Drive dealer performance through KPI management, business planning, and sales execution initiatives.
• Collaborate with dealers to maximize utilization of commercial sales programs, discount strategies, inventory initiatives, and customer-focused marketing campaigns.
• Lead dealer and customer training programs focused on product knowledge, sales effectiveness, and business development.
• Support customers in optimizing operational and supply chain requirements through value-based solutions.
• Serve as a trusted advisor to dealer leadership teams, helping identify market opportunities and growth strategies.
• Partner with internal marketing, product, commercial, operations, and dealer development teams to tailor corporate initiatives to regional customer needs.
• Utilize customer and market insights to influence business decisions, improve customer experience, and identify emerging opportunities.
• Foster strong relationships with dealers, customers, and industry partners to strengthen Caterpillar's market position.
• Promote a culture of urgency, innovation, collaboration, and continuous improvement throughout the sales organization.

What You Will Have

Degree Requirement

Bachelor’s Degree

Customer Focus: Working 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.

• Communicates the importance of customer needs/expectations and commits to resolving them.
• Researches and verifies customer needs and expectations.
• Solicits customer satisfaction feedback and acts on improvement opportunities.
• Helps link organizational objectives to customer needs and expectations.
• Meets regularly with customers to understand their wants, needs and expectations.

Effective Communications: Working knowledge 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.

• Delivers helpful feedback that focuses on behaviors without offending the recipient.
• Listens to feedback without defensiveness and uses it for own communication effectiveness.
• Makes oral presentations and writes reports needed for own work.
• Avoids technical jargon when inappropriate.
• Looks for and considers non-verbal cues from individuals and groups.

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.

Relationship Management: Extensive experience and knowledge of relationship management techniques; ability to establish and maintain healthy working relationships with clients, vendors, and peers.

• Communicates to clients regarding expectations of all parties.
• Participates in negotiating the terms of the business relationship.
• Conducts periodic reviews of work effort, progress, issues, and successes.
• Maintains productive, long-term relationships with clients or vendors.
• Creates opportunities to educate support teams on client priorities.
• Empowers others to establish collaborative, healthy relationships.

Top Candidates Will Have

• Experience in Electric Power, Energy, Power Generation, Industrial Equipment, or a related industry.
• Experience working with Caterpillar dealers or other dealer/distributor networks.
• Experience leading a sales team within a dealer, distribution, industrial, manufacturing, or equipment-related environment.
• Ability to challenge conventional thinking and bring innovative approaches to business growth.
• Experience collaborating with cross-functional teams to execute strategic initiatives.

• Bachelor’s degree in business, marketing, engineering, or a related field.
• Experience in Electric Power, Energy, Power Generation, Industrial Equipment, or a related industry.
• Experience managing regional sales territories and dealer relationships.

Summary Pay Range:

Compensation and benefits offered may vary depending on multiple individualized factors, job level, market location, job-relatedknowledge, 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:

Any offer of employment is conditioned upon the successful completion of a drug screen.

Caterpillar is an Equal Opportunity Employer, Including Veterans and Individuals with Disabilities. Qualified applicants of any age are encouraged to apply.

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