Sales Representative

Caterpillar•Houston, TX

10d•Hybrid

About The Position

Caterpillar's Building Construction Products (BCP) division is hiring an Attachment Sales Representative in Houston, TX! In this role, you will lead and manage dealer relationships to grow revenue of BCP machine Attachments and services and assist in the development of dealer sales capability. You will also develop and implement programs to grow the Attachments business and support parts and service sales to Retail and Compact Customers. This is an excellent opportunity for an experienced sales professional who wants to grow their career and skills in the construction/heavy machine industry.

Requirements

Customer Focus: Prioritizes understanding and meeting the unique needs of Customers and our Dealers, directly driving loyalty, repeat business, and long-term revenue growth. Translates deep insights into tailored solutions from both the known and unknown Customer, positioning Attachment offerings as an essential tool for solving Customer’s toughest challenges.
Effective Communications: Strong presentation and messaging skills to clearly articulate value offerings in ways that resonate with diverse audiences, from technical Dealer sales teams to executive level decision makers, ensuring alignment and accelerating buy-in. Adaptability builds credibility and increases sales by delivering the right information in the right format at the right time.
Negotiating: Skilled negotiation to secure mutually beneficial agreements with Dealers, Customers, and Internal Cat stakeholders while balancing pricing, program structures, Attachment sales volume, and support levels to maximize Attachment revenue growth. Approaching negotiations collaboratively turns potential conflicts into stronger, more sustainable business relationships.
Relationship Management: Building and nurturing relationships with Dealers, Customers, and internal Cat teams creates a reliable network that generates new opportunities, displaces competitors, and grows organic opportunities within the business. Consistent, proactive engagement turns regular transactions into ongoing partnerships that fuel Attachment sales growth and a distinct competitive advantage.
Business Development: Mastery of business development techniques to proactively identify untapped growth opportunities within existing business and adjacent opportunities, expanding footprint and revenue growth. Applying strategic effort to find the unknown Customer and growing the current Customer base consistently uncovers and capitalizes on new revenue opportunities that align with divisional goals.
Value Selling: Shifts conversations from price to the tangible business outcomes and differentiated support products and services deliver, making it easier for Customers to justify investing in Caterpillar Attachments. Clearly linking product features and benefits to the end user Customer’s specific pain points, profitably grow the business and win new Customers by displacing the competition.

Nice To Haves

Growth mindset to drive innovative and creative solutions, the ability to think differently and is willing to try new approaches.
Prior sales or dealer facing experience in the construction, heavy machinery or related industries.
Bachelor's degree in business, marketing, or a technical field.
Demonstrated ability to work independently and on complex assignments.

Responsibilities

Lead BCP Attachments sales strategy planning, marketing, and sales techniques; support the introduction of new BCP Attachments.
Design and assist dealers on BCP Attachments forecast, orders and inventory planning.
Perform regular sales performance reviews with dealers and ensure implementation of corrective actions where needed.
Identify opportunities for Caterpillar’s BCP Attachment growth (including unmet market needs and new product ideas) as well as displace competitive offers.
Present products or services to stakeholders, answering any customer questions, and addressing their needs.
Assist/coordinate dealer on-site sales training to assist with knowledge of the full product portfolio.
Administration of variance programs and commercial actions.