Director of Sales

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.

About Us:

With 2024 sales and revenues of $64.8 billion, Caterpillar Inc. is the world’s leading manufacturer of construction and mining equipment, off-highway diesel and natural gas engines, industrial gas turbines and diesel-electric locomotives.

For 100 years, we’ve been helping customers build a better, more sustainable world and are committed and contributing to a reduced-carbon future. Our innovative products and services, backed by our global dealer network, provide exceptional value that helps customers succeed.

Construction Industries Services Division:

Construction Industries Services Division’s (CISD) mission is to build the services development, marketing and sales execution capabilities needed to develop customer-focused strategies that accelerate services growth. CISD is responsible for aftermarket services covering the following machinery groups: Building Construction Products, Earthmoving, Excavation and Load & Haul. We aim to make Caterpillar, Cat dealers and Construction Industries Customers services strong.

Position Summary:

The Director of Sales is responsible for attaining total parts orders business plan and Percentage of Population Sales - Caterpillar (POPS-C) in assigned region for assigned industry, while also leading transformation of a customer-oriented Sales & Market Culture. They are also accountable for delivering growth for work tools aftermarket (industry specific) and sponsor the growth and development of District Aftermarket Services Representatives (ASRs) and dealer parts & service sales managers within assigned region.

Responsibilities Typically Include:

• Achieve parts sales increase for targeted customer accounts.
• Lead transformation of a customer-oriented Sales & Marketing Culture.
• Help identify potential acquisition targets by supplying accurate competitive intelligence gathered from the field and documented in Caterpillar systems.
• Single point of contact for internal and field communications related to parts orders business plan and results.
• Drive dealer parts & service sales by implementing monthly sales management meeting.
• Lead by example implementation of sales funnel and key account management within own teams.
• Consolidate and communicate VOC & VOD (Voice of Dealer) on won/lost parts & service sales to internal business teams for action.
• Sponsor the growth and development of District ASRs and dealer parts & service sales managers within assigned region.
• Lead the implementation of the digital transformation of sales processes.
• Ensure effective deployment of customer solutions through teams of regionally deployed product specialists.
• Drive the aftermarket solutions sales to achieve business plan (for parts and remanufacturing businesses).
• Develop Regional and Industry parts orders business plans.
• Consolidate and report parts S&OP information for assigned region.
• Ensure optimum use of Parts Sales Variance to meet yield annual sales targets.
• Collaborate with District Managers to deliver District parts demand plan.
• Collaborate with Global and/or Regional Account Managers (as applicable) to meet parts & service sales goals with specific customers.
• Consolidate and report customer parts & service requirements and key customer insights to internal business partners.
• Actively champion and influence change related to Caterpillar parts & service support strategies, products, and services.
• Implement effective use of Salesforce.com and drive adoption of new sales technologies and tools.
• Drive improvements in parts & service sales management processes at dealers in region.
• Increase dealer closure rate for parts & service sales opportunities, leveraging marketing campaigns to maximize sales results.
• Provide product support account management at a corporate level with assigned large opportunity Named Accounts.
• Assist in developing an effective pipeline of qualified future ASRs.
• Extensive travel requirements in region – 50%.

Basic Qualifications:

• Bachelor's degree required from accredited university.
• Minimum 10+ years of progressively responsible assignments in machines, parts and service sales, marketing or support and supervisory experience.
• Experience with business planning and sales forecasting.

Top Candidates Will Also Have:

• Prior experience in a field assignment and/or construction industries.
• Thorough knowledge of company products & applications and dealer operations.
• Excellent customer focus, communication, negotiation, influencing, and interpersonal skills to successfully achieve goals across Caterpillar and Dealer organization.
• Work effectively in fast paced environment.

Final details:

Please frequently check the email associated with your application, including the junk/spam folder, as this is the primary correspondence method. If you wish to know the status of your application – please use the candidate log-in on our career website as it will reflect any updates to your status.

For more information, visit caterpillar.com. To connect with us on social media, visit caterpillar.com/social-media. #Linkedin

*** This position is eligible for stock or other equity grants pursuant to Caterpillar’s long-term incentive plan.***

Summary Pay Range: $185,400.00 - $278,160.00

Compensation and benefits offered may vary depending on multiple individualized factors, job level, market location, job-related knowledge, 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: February 14, 2025 - February 21, 2025

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

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

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