Manager Business Development - Dealer Management

Caterpillar Inc.•Peoria, IL

About The Position

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. Job Description Cat Digital is the digital and technology arm of Caterpillar Inc., leveraging the latest technologies to build industry leading digital solutions for our customers and dealers. With over 1.5 million connected assets worldwide, our teams use data, technology, advanced analytics, telematics and AI capabilities to help our customers build a better, more sustainable world. Job Summary: The Manager Business Development position is responsible to ensure the efficient and effective delivery of the sale or purchase of information technology services for which the incumbent has clear ownership and daily accountability. The incumbent provides guidance and results review through standards of measurements and the deliverables of service level analysts to ensure customer quality needs are met and programs are effectively implemented and maintained. Job Related Statistics: Accountable for one or more sales or contractual conformance processes (<$50M) Scope of work is global or across digital functions Customer impact (business criticality is medium to high) What You Will Do: The incumbent is responsible for leading all CAT Dealer contracting activities and play a larger role in directing the work of others. Some of the key responsibilities are as follows: Executing CAT Dealer or supplier ERP Dealer Strategy Gather CAT Digital, CAT Dealer, or supplier strategy and business needs working with leadership to establish the appropriate strategy. Oversee policies, standards, processes and templates for working with CAT dealers or suppliers. Assist in development and refining of dealer or supplier segmentation frameworks for classification and prioritization. Collaborate with internal stakeholders to support sourcing activities Coordinate with CAT Digital Legal and Business Resources, CAT Dealers, suppliers and other key functions on contracting the Dealer Solution. Assist business and functional teams with transition and transformation planning, due diligence and implementation Manage CAT Dealer or Vendor relationship Develop standard communication policy to convey key decisions, expectations, etc. to CAT Dealers or suppliers (includes email correspondence, virtual meetings, and site visits). Coordinate and conduct meetings between CAT Digital, CAT Dealer, and/or supplier to ensure strategic alignment. Serve as a point of escalation to resolve issues and disputes. Partner with CAT Dealers or suppliers to identify development and co-investment opportunities and drive continuous capability improvement. Proactively monitor and manage CAT Dealer or Vendor performance and risks Identify requirements and define process and tools to monitor dealer or supplier performance (scorecards, KPIs, dashboards) and report progress periodically Assess and report on dealer or vendors’ qualifications and risk, including financial and supply continuity risk (incl. financial, skills, tools, and the use of third parties) Strategically managing contract and commercial terms Ensure compliance, resolve contract disputes, and define savings for the CAT dealer or vendor Implement a process and manage team to draft, modify, renew, finalize and/or terminate existing dealer or supplier contracts Oversee sales or purchasing operations Perform the processing of sales or purchase orders and related documents Execute reconciliation of contracts, sales orders and payments through sales order and license / SKU matching This position requires a minimal amount of travel; up to 25% of work time. What You Will Have: Customer Focus: Knowledge of the values and practices that align customer needs and satisfaction as primary considerations in all business decisions and ability to leverage that information in creating customized customer solutions. Data Gathering & Analysis: Knowledge of data gathering and analysis tools, techniques, and processes; ability to collect and synthesize data from a variety of stakeholders and sources in an objective manner to reach a conclusion, goal, or judgment. Decision Making and Critical Thinking: Knowledge of the decision-making process and associated tools and techniques; ability to accurately analyze situations and reach productive decisions based on informed judgment. Effective Communications: Understanding of effective communication concepts, tools and techniques; ability to effectively transmit, receive, and accurately interpret ideas, information, and needs through the application of appropriate communication behaviors. Negotiating: Knowledge of successful negotiation concepts and techniques; ability to negotiate successfully across the organization and with external vendors and clients in a constructive and collaborative manner. Considerations For Top Candidates: Bachelor’s degree or international equivalent in an area of study relevant to this position and Proven experience in supplier selection process, defining statements of work, working with 3rd party software or services in one or more areas of digital required. Practical business relationship management skills. Practical digital service level management experience. Project management (Six Sigma Black Belt/Green Belt) experience and/or purchasing experience strongly desired. Prior experience working with CAT dealers and/or digital vendors preferred Summary Pay Range: $147,760.00 - $221,640.00 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 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 www.caterpillar.com/careers. Posting Dates: January 20, 2026 - February 1, 2026 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. 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.

Requirements

Customer Focus: Knowledge of the values and practices that align customer needs and satisfaction as primary considerations in all business decisions and ability to leverage that information in creating customized customer solutions.
Data Gathering & Analysis: Knowledge of data gathering and analysis tools, techniques, and processes; ability to collect and synthesize data from a variety of stakeholders and sources in an objective manner to reach a conclusion, goal, or judgment.
Decision Making and Critical Thinking: Knowledge of the decision-making process and associated tools and techniques; ability to accurately analyze situations and reach productive decisions based on informed judgment.
Effective Communications: Understanding of effective communication concepts, tools and techniques; ability to effectively transmit, receive, and accurately interpret ideas, information, and needs through the application of appropriate communication behaviors.
Negotiating: Knowledge of successful negotiation concepts and techniques; ability to negotiate successfully across the organization and with external vendors and clients in a constructive and collaborative manner.
Bachelor’s degree or international equivalent in an area of study relevant to this position and Proven experience in supplier selection process, defining statements of work, working with 3rd party software or services in one or more areas of digital required.

Nice To Haves

Practical business relationship management skills.
Practical digital service level management experience.
Project management (Six Sigma Black Belt/Green Belt) experience and/or purchasing experience strongly desired.
Prior experience working with CAT dealers and/or digital vendors preferred

Responsibilities

Executing CAT Dealer or supplier ERP Dealer Strategy
Gather CAT Digital, CAT Dealer, or supplier strategy and business needs working with leadership to establish the appropriate strategy.
Oversee policies, standards, processes and templates for working with CAT dealers or suppliers.
Assist in development and refining of dealer or supplier segmentation frameworks for classification and prioritization.
Collaborate with internal stakeholders to support sourcing activities
Coordinate with CAT Digital Legal and Business Resources, CAT Dealers, suppliers and other key functions on contracting the Dealer Solution.
Assist business and functional teams with transition and transformation planning, due diligence and implementation
Manage CAT Dealer or Vendor relationship
Develop standard communication policy to convey key decisions, expectations, etc. to CAT Dealers or suppliers (includes email correspondence, virtual meetings, and site visits).
Coordinate and conduct meetings between CAT Digital, CAT Dealer, and/or supplier to ensure strategic alignment.
Serve as a point of escalation to resolve issues and disputes.
Partner with CAT Dealers or suppliers to identify development and co-investment opportunities and drive continuous capability improvement.
Proactively monitor and manage CAT Dealer or Vendor performance and risks
Identify requirements and define process and tools to monitor dealer or supplier performance (scorecards, KPIs, dashboards) and report progress periodically
Assess and report on dealer or vendors’ qualifications and risk, including financial and supply continuity risk (incl. financial, skills, tools, and the use of third parties)
Strategically managing contract and commercial terms
Ensure compliance, resolve contract disputes, and define savings for the CAT dealer or vendor
Implement a process and manage team to draft, modify, renew, finalize and/or terminate existing dealer or supplier contracts
Oversee sales or purchasing operations
Perform the processing of sales or purchase orders and related documents
Execute reconciliation of contracts, sales orders and payments through sales order and license / SKU matching