Key Account Sales- Caterpillar- North America
About The Position
Assist in developing and implementing the overall Caterpillar sales strategy for local Caterpillar locations in North America in order to maintain and drive business growth and profitability, while meeting company objectives. The territory of responsibility will consist of several Caterpillar commercial and engineering facilities located throughout North America, primarily in the Midwest region. Actively lead the business development process, identifying and exploiting new sales opportunities Utilize resources to attain annual revenue and profit plan targets for the assigned Caterpillar locations in contribution to the overall Caterpillar global plan Collaborating with CAT design units in NA and coordinating the start of production in other global regions Monitor, measure, and report on sales opportunities, development plans, project statuses, achievements, issues and obstacles Establish and maintain appropriate systems for organizing and tracking necessary aspects of sales activity, project development and order management Develop strong relationships with Key Account and Sales & Marketing leadership through regular feedback to ensure broad internal understanding of strategy for supply and technology development Maintain regular and close communication with all internal stakeholders in engineering, quality and commercial roles 40-60% travel
Requirements
- Bachelor’s degree in Engineering, Business, or a related field
- 5–7 years of experience with strong knowledge of hydraulic applications, products, and mobile equipment.
- 5–7 years of significant, proven OEM account sales experience within the fluid power, electronics, or automation industries.
- Experience managing both prospective territories and mature customer accounts, with the ability to establish strategic goals and execute aligned tactical objectives.
- Demonstrated cross‑functional collaboration and project management within technologically advanced, engineering‑driven environments.
- Proven ability to drive results through independent assessment of business potential, disciplined execution, and a commitment to continuous improvement.
- Ability to build and strengthen relationships across all levels of an OEM organization, including engineering, R&D, supply chain, finance, and service.
- Skilled in facilitating end‑to‑end business activities—from initial promotion through product development and full production—while leading teams and customers through a consensus‑driven process.
- Strong capability to anticipate and understand customer needs, both technically and commercially, and to deliver high‑value recommendations and solutions.
- Proficient in the use of CRM platforms for sales activity tracking, project management, and pipeline development (e.g., Salesforce).
Nice To Haves
- MBA preferred.
Responsibilities
- Assist in developing and implementing the overall Caterpillar sales strategy for local Caterpillar locations in North America
- Actively lead the business development process, identifying and exploiting new sales opportunities
- Utilize resources to attain annual revenue and profit plan targets for the assigned Caterpillar locations
- Collaborating with CAT design units in NA and coordinating the start of production in other global regions
- Monitor, measure, and report on sales opportunities, development plans, project statuses, achievements, issues and obstacles
- Establish and maintain appropriate systems for organizing and tracking necessary aspects of sales activity, project development and order management
- Develop strong relationships with Key Account and Sales & Marketing leadership
- Maintain regular and close communication with all internal stakeholders in engineering, quality and commercial roles
Benefits
- Equal Opportunity Employer, including disability / veterans
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What This Job Offers
Job Type
Full-time
Career Level
Mid Level
