Position Details

Salary $147K – $221K USD / year

Type Not Specified

Experience mid

Exp. Years Not specified

Education Not specified

Category Sales & Business Development

About this role

Caterpillar is hiring a Sales Manager to support dealers and drive growth of small and compact equipment sales in the North Central (Midwest) region. The role focuses on meeting Business Plan Sales and Market Share targets, managing merchandising funds and price realization, improving customer satisfaction, and leading district sales and service staff.

Key Responsibilities

Meet/exceed Business Plan Sales and Market Share (PINS, Growth) targets
Sell integrated solutions and assist in merchandising dealer service
Manage merchandising funds (Sales Variance) for machines while achieving Price Realization and OPACC goals
Develop marketing plans for machines and customer market segments
Lead leadership, training, and supervision of industry field reps to achieve goals

Technical Overview

This role is not a technical engineering position. It emphasizes sales execution strategy and performance management across dealer channels, service goodwill spending, and Continuous Product Improvement (CPI) service capability metrics.

Ideal Candidate

The ideal candidate is a sales leader with experience driving machine/attachments sales and managing dealer relationships, with a proven track record of meeting Business Plan Sales and Market Share (PINS, Growth) targets. They should be strong in Value Selling and negotiation, and able to lead and develop a field sales/service team while managing forecasting, budgets, and merchandising funds.

Must-Have Skills

Value SellingNegotiationCustomer FocusMeet/exceed Business Plan Sales and Market Share (PINSGrowth) targetsLeadership and supervision of industry field repsSales forecastingobjectiveswork plansand budgets

Required Skills

Value SellingNegotiationCustomer FocusBusiness Plan SalesMarket SharePINSGrowthmachine salesattachments salesparts and serviceCVA salesintegrated solutionsmerchandising dealer serviceMerchandising FundsSales VariancePrice RealizationOPACCMarketing Plansservice goodwill spendingContinuous Product Improvement (CPI)PIPservice capabilitysales forecastsbudgetstraining and development

Hard Skills

Value SellingNegotiationBusiness Plan SalesMarket Share (PINSGrowth) targetsMachine salesAttachments salesParts and serviceCVA salesIntegrated solutionsMerchandising dealer serviceMerchandising Funds (Sales Variance)Price Realization goalsOPACC goalsMarketing PlansCustomer satisfaction managementProduct issues managementCommercial issues managementContinuous Product Improvement (CPI)PIPService capabilitySales forecastingWork plansBudgetsTraining and developmentPerformance evaluationLeadership and supervisionService goodwill spendingCustomer loyalty

Soft Skills

LeadershipSupervisionTraining and developmentCross-functional collaborationCustomer focusNegotiation mindsetCommunicationProblem solvingTeam management

Industry & Role

Industry Manufacturing

Job Function Lead and manage dealer-focused sales growth for Caterpillar Building Construction Products equipment in the North Central region.

Role Subtype Sales Manager

Keywords for Your Resume

Sales Managersupervisory roleValue SellingNegotiationCustomer FocusBusiness Plan SalesMarket SharePINSGrowthCVA salesmachine salesattachments salesparts and serviceintegrated solutionsMerchandising FundsSales VariancePrice RealizationOPACCMarketing Plansservice goodwill spendingContinuous Product Improvement (CPI)PIPservice capabilitysales forecastsbudgetstraining and developmentdistrict staff performancecustomer satisfaction

Deal Breakers

Must demonstrate Value Selling and Negotiation capabilities, Must have experience leading/supervising a sales/service field team and managing budgets/forecasting

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