Sales Manager - Construction Industries

Caterpillar Inc.•Boise, ID

3d•$159,120 - $238,680•Onsite

About The Position

The Sales Manager for Construction Industries leads customer-centric growth across Caterpillar's Customer Solutions Core Region in the Pacific Northwest. The role helps dealers and customers maximize equipment value throughout the ownership lifecycle, strengthens dealer capabilities, grows services, improves customer experiences, and supports sustainable business growth. The position is based onsite five days a week at the Boise, Idaho District Office and requires travel of 50% or more throughout the district. Domestic relocation assistance is available; visa sponsorship and ISE assistance are not available. The manager leads a high-performing team of field representatives and industry professionals, serves as a strategic advisor to dealer executive leadership, and works with dealers and Caterpillar organizations to improve sales, services, technology utilization, customer loyalty, and equipment lifecycle value. The role also oversees goodwill investment decisions and supports resolution of complex customer concerns.

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 that balance 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 effectively and influence at all levels of dealership and customer organizations.
Ability to travel 50% or more throughout the district.

Nice To Haves

Prior people leadership experience with responsibility for 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 (CVAs), Service Commitment, Connected Assets, and Digital Solutions.
Strong business acumen with experience managing sales performance, forecast accuracy, and growth initiatives.
Working knowledge of Value Selling and consultative sales methodologies.
Contract, commercial, or dealer operations experience.
Customer-first leadership that strengthens dealer partnerships, drives profitable growth, develops high-performing teams, and delivers results through influence and accountability.

Responsibilities

Drive district business-plan execution to achieve retail sales, market share, services growth, and customer-loyalty targets.
Partner with dealers to identify and capture opportunities across equipment, services, technology, and Customer Value Agreements (CVAs).
Support dealer strategies that increase customer engagement, improve retention, and expand lifecycle value realization.
Advise dealer executive leadership on strategic priorities, organizational capability development, and go-to-market execution.
Drive adoption of Caterpillar initiatives, including CVAs, 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 ensure 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.
Create 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 accelerate customer and dealer success.
Support district and enterprise priorities related to services growth, market coverage, technology utilization, and customer value creation.