Sales Manager

Sales Manager

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.

Caterpillar's Building Construction Products (BCP) division has an opportunity to join our sales organization as a Sales Manager for small and compact equipment. This supervisory role oversees a team of 6, covering 9 Caterpillar dealers in the South East Region.

Role Summary

Support dealers in the development and implementation of programs and processes to grow machine sales, attachments sales, parts and service, and CVA sales for BCP equipment in the South East Region. Increase share of industry customer spend on Caterpillar products and services and drive increased customer loyalty.

What You'll Do

• Responsible for meeting/exceeding Business Plan Sales and Market Share (PINS, Growth) targets for all machines and attachments sold into a specific industry segment
• Responsible for "selling the house" (integrated solutions) and assist in merchandising dealer service
• Responsible for managing Merchandising Funds (i.e. Sales Variance) for machines while achieving Price Realization and OPACC goals
• Responsible for development of Marketing Plans to Achieve Business Plan for machines and customer market segments
• Responsible for overseeing service goodwill spending on all products within industry segment
• Responsible to ensure customer satisfaction through management of product and commercial issues
• Responsible for leading service tech reps for focus on quality to achieve key metrics related to Continuous Product Improvement (CPI), PIP and service capability
• Responsible for leadership and supervision of the industry field reps, typically consisting of sales, application, service and/or product support to achieve goals
• Responsible for training and development of the district sales and service staff; sets objectives, establishes standards of performance and evaluates district staff performance; sales forecasts, objectives, work plans, and budgets
• Demonstrate leadership in working with people from different backgrounds and cultures, internally and externally with the appropriate influence and ability to resolve differences.

What You Have (Core Skills)

• Skills in value selling and negotiation
• Effective communicator with excellent interpersonal skills
• Customer focus and industry knowledge
• Demonstrated relationship management skills
• Strong decision making and critical thinking skills

Top Candidates Will Also Have

• Dealer facing experience
• Experience in sales, marketing or product support in related industry
• Leadership skills demonstrated through prior people, process or project management
• Knowledge of company products and product applications, merchandising programs, and/or warranty practices and procedures

Location & Travel

• Work location: Atlanta, GA
• Domestic relocation assistance is available
• Required travel is 50%+ within territory

Summary Pay Range: $144,960.00 - $217,320.00

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