Sales Manager - Construction Industries

Caterpillar•Boise, ID

1d•Onsite

About The Position

The Sales Manager for Caterpillar’s Customer Solutions Core Region (CSCR) leads efforts to help dealers and customers maximize equipment value throughout the ownership lifecycle. The role supports exceptional customer experiences, dealer capability, services growth, and sustainable business growth across the Pacific Northwest. Based at the Boise, Idaho District Office, the position leads a team of field representatives and industry professionals and works closely with dealer leaders, customers, and internal Caterpillar organizations. The manager drives district business plans and growth opportunities across construction, forestry, quarry and aggregates, and other regional industries. The role supports dealer strategies, customer loyalty, adoption of Caterpillar services and technology offerings, and effective resolution of customer concerns. The position also develops employees and advances district and enterprise priorities related to services growth, market coverage, technology utilization, and customer value.

Requirements

Proven ability to build, maintain, and strengthen long-term relationships with dealers, customers, and internal stakeholders.
Experience influencing business decisions and driving results through collaboration and partnerships.
Deep knowledge of Caterpillar products, applications, dealer operations, and customer business models.
Strong understanding of industry trends, competitive dynamics, equipment lifecycle management, and customer support solutions.
Ability to evaluate complex business situations, assess risks and opportunities, and make sound decisions balancing customer, dealer, and Caterpillar objectives.
Experience using data and analytics to drive business outcomes and strategic decision-making.
Demonstrated commitment to understanding customer needs and delivering solutions that improve customer success.
Ability to translate customer challenges into actionable business opportunities.
Strong presentation, facilitation, and communication skills.
Ability to communicate and influence effectively at all levels of dealership and customer organizations.
Ability to travel 50% or more throughout the district.

Nice To Haves

Prior people leadership experience involving performance management, coaching, and talent development.
Experience in multiple Caterpillar field assignments across sales, product support, aftermarket, commercial, or technical functions.
Demonstrated success growing services, technology adoption, and customer loyalty programs.
Experience supporting Customer Value Agreements, Service Commitment, Connected Assets, and Digital Solutions.
Strong business acumen, including experience managing sales performance, forecast accuracy, and growth initiatives.
Working knowledge of Value Selling and consultative sales methodologies.
Contract, commercial, or dealer operations experience.

Responsibilities

Lead execution of district business plans to achieve retail sales, market share, services growth, and customer loyalty targets.
Partner with dealers to identify opportunities across equipment, services, technology, and Customer Value Agreements (CVAs).
Support dealer strategies that increase customer engagement and retention and expand equipment lifecycle value.
Advise dealer executive leadership on strategic priorities, organizational capability development, and go-to-market execution.
Drive adoption of Customer Value Agreements, Service Commitment, Connected Assets, Digital Solutions, and Equipment Lifecycle Programs.
Partner with dealers to improve commercial effectiveness, operational performance, and customer support capabilities.
Proactively manage product, commercial, and service-related issues to support customer satisfaction.
Oversee goodwill investment decisions and support resolution of complex customer concerns.
Lead efforts to improve customer loyalty, Net Promoter outcomes, and long-term business relationships.
Recruit, coach, mentor, and develop a high-performing team of field representatives and industry professionals.
Build a team environment focused on accountability, collaboration, continuous learning, and customer success.
Develop future leaders and strengthen team capabilities in consultative selling, dealer engagement, and business development.
Identify and execute growth opportunities across construction, forestry, quarry and aggregates, and other regional industries.
Partner with internal Caterpillar organizations to align resources and advance customer and dealer success.
Support district and enterprise priorities related to services growth, market coverage, technology utilization, and customer value creation.