Sales Manager

Caterpillar, Inc.

Career Area:

Marketing / Sales / Product Support

Job Description:

Your Work Shapes the World at Caterpillar Inc.

When you join Caterpillar, youre 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 dont 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.

As the Sales Manager for Work Tools in North America , your primary role will be to increase share of industry customer spend on all Caterpillar GCI Work Tool products and services. You will accomplish this goal by driving increased customer loyalty throughout the designated industry and providing System Solutions.

The territory covers the U.S. and Canada. The Sales Manager leads a team of work tool focused territory representatives and work tool commercial analysts. This position works daily with Cat Dealers, division partners in GCI, and Product Group contacts that represent the work tool portfolio. Success in the role requires the incumbent to work across the enterprise with several support groups and process owners.

Job Duties :

Responsible for the sale of GCI Work Tools to customers in the construction, industrial, waste, forestry, aggregates, and mining segments for Excavation, Earthmoving and Load & Haul Product Groups.

Lead a team comprised of sales personnel and commercial analysts to achieve goals.

Meet/exceed Business Plan Sales and Market Share targets for work tools.

Responsible for “selling the house” (integrated solutions) and assisting in merchandising dealer service.

Manage Merchandising Funds for Work Tools. Responsible for Price Realization for these disciplines. Deliver OPACC focused growth.

Develop Go-To Market Plans to Achieve Business Plan for Work Tools in retail, rental and aftermarket channels.

Ensure customer satisfaction through management of product and commercial issues.

Develop relevant reports on trends required to support necessary Business Reviews.

Training and development of the district sales staff; setting objectives, establishing standards of performance, and evaluating district staff performance; sales forecasts, objectives, work plans, and budgets

Basic Requirements:

4-year College or University degree OR 8 years of progressive job-related experience in lieu of a degree.

Extensive prior experience in sales roles with an account management focus.

Demonstrated success meeting and exceeding targets/goals.

Top Candidates Will Also Have:

Excellent communication and collaboration skills; ability to influence and value sell.

Customer focused with demonstrated relationship management skills.

Previous field experience and dealer network experience.

Knowledge of company products and product applications, merchandising programs, and/or warranty practices and procedures.

Knowledge of business development tools, techniques and approaches; ability to explore and develop potential areas of business growth for the organization.

Additional Details:

Work location: Peoria, IL

Domestic relocation assistance is provided to Peoria, IL

Travel is required in the U.S. and Canada 50-75% of working time

How We Support You (Employee Benefits)

Our goal at Caterpillar is for you to have a rewarding career. We offer a total rewards package that provides day one benefits (medical, dental, vision, RX, and 401K) along with the potential of a yearly bonus. Additional benefits include paid vacation days and paid holidays (prorated based upon hire date).

Your Work Shapes the World

At Caterpillar, we believe each person is unique and valued, and are committed to ensuring that our workplace is diverse and representative of the many customers we serve around the globe. Different perspectives help us achieve our best work and come together to form a high-performing Caterpillar team that makes positive changes in the communities where we live and work.

Relocation is available for this position.

Visa Sponsorship is not available for this position. This employer is not currently hiring foreign national applicants that require or will require sponsorship tied to a specific employer, such as, H, L, TN, F, J, E, O. As a global company, Caterpillar offers many job opportunities outside of the U.S which can be found through our employment website at

EEO/AA Employer. All qualified individuals – Including minorities, females, veterans and individuals with disabilities – are encouraged to apply.

Not ready to apply? Join our Talent Community ( .

There’s more to work at Caterpillar than just the work itself. We hire smart, friendly people and it shows in our culture. We hold ourselves to high standards and make sure our values of integrity, excellence, teamwork, commitment and sustainability come to life in the way we work. We make sure our employees feel continuously challenged while also supported. We provide professional growth opportunities, including leadership programs. We celebrate the diversity of our team, while also working together as one Caterpillar.

Our culture, like everything at our company, is made possible by each employee’s contribution. Person by person, we create the environment we work in, and we are proud of the Caterpillar we’ve built.