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.

Role Summary:
In this role, you will manage dealer relationships to help market company products and services while supporting the development of dealer sales capability. You will partner closely with dealers to strengthen machine, attachment, and service sales; support new product rollouts; review performance; and identify opportunities to improve business results and customer outcomes.

What You Will Do

• Apply the business model and follow established process guidance when reviewing and supporting variance programs and commercial actions.

• Help dealers build stronger forecast, sales, rental and used-equipment strategies through practical guidance on sales techniques and product positioning.

• Conduct regular sales performance reviews with dealers to identify opportunities, address performance gaps and support corrective actions.

• Present products and services to stakeholders, respond to customer questions and support solutions that address customer needs.

• Partner with dealers and internal teams to improve business results, strengthen customer outcomes and support new product rollouts.

What You Will Bring (Core Skills):

Customer Focus: Knowledge of the values and practices that align customer needs and satisfaction with business decisions, with the ability to use that insight to create customized customer solutions. This role requires consistent communication around customer needs and expectations, proactive follow-through on issues, regular engagement with customers and a continuous focus on feedback and improvement opportunities.

Industry Knowledge: Knowledge of the organization’s industry group, trends, competitive dynamics, major issues, regulatory considerations and market influences, with the ability to apply that knowledge in dealer and customer-facing situations. Successful candidates will be able to discuss industry-specific products and services, understand the regulatory environment, connect their function to broader industry priorities and stay current on relevant market trends.

Decision Making and Critical Thinking: Knowledge of decision-making processes, tools and techniques, with the ability to analyze situations and support productive decisions using informed judgment. This includes gathering and organizing relevant data, clarifying priorities, identifying stakeholders, documenting key considerations and weighing risks, benefits and alternatives before recommending a path forward.

Negotiating: Knowledge of negotiation concepts and techniques, with the ability to support constructive and collaborative discussions across the organization and with external partners. This includes building rapport, establishing trust, understanding business policies and practices and contributing to discussions that support mutually beneficial outcomes.

Relationship Management: Knowledge of relationship management techniques, with the ability to establish and maintain productive working relationships with dealers, customers, vendors and internal partners. This role requires prompt and effective responses to stakeholder needs, regular attention to satisfaction levels, early escalation of issues and partnership with clients to resolve challenges and support long-term business success.

Value Selling: Knowledge of the principles and practices for selling products, technology and services, with the ability to communicate the overall value of solutions and differentiate support offerings based on customer needs. Successful candidates will be able to explain product, technology or service costs and benefits; support value-based selling conversations; document proposed solutions; and continue building capability in modern sales practices.
 

Top Candidates Will Have:

• Experience managing dealer, customer or partner relationships in a construction equipment sales environment.

• Knowledge of sales forecasting, dealer strategy, product positioning and performance review processes.

• Demonstrated success using customer insights, market knowledge and business data to support sales growth and customer satisfaction.

• Experience presenting products, services or business recommendations to internal stakeholders, dealers or customers.

• Ability to identify performance gaps, recommend corrective actions and follow through with practical business solutions.

• Strong communication skills with the ability to build trust, influence outcomes and support value-based selling conversations.

• Demonstrated ability to analyze business situations, prioritize competing needs and make sound recommendations using informed judgment.

Additional Information

• The location(s) of this position is Virgina or Philadelphia, PA

• Relocation assistance is available

• Visa sponsorship and ISE are not available

• Travel expectation for this position is 50% plus

• Caterpillar requires employees to work onsite 5 days a week when not traveling

Summary Pay Range:

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:

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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