Sales Representative - Midwest

Caterpillar Inc.•Peoria, IL

1d•$112,710 - $169,060•Onsite

About The Position

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. Are you looking for field experience working directly with Cat dealers and customers? The Building Construction Products (BCP) Team is seeking a BCP Customer Solutions Representative to support Altorfer and Nebraska Machinery, based out of Illinois or Iowa. In this role, you will help drive profitable growth across the dealer’s BCP portfolio, including machine sales, parts, attachments, services, technology, and Customer Value Agreements. You will also strengthen dealer sales capability, support customer-focused solutions, and help transform how we meet customer needs. This position manages customer and dealer relationships, delivers the assigned territory business plan, improves customer onboarding, and advances growth across the complete BCP portfolio within a collaborative, accountable, and customer-focused team environment.

Requirements

Customer Focus: Uses customer feedback and business insights to identify opportunities and deliver tailored solutions.
Industry Knowledge: Applies knowledge of construction industry trends, products, services, and regulatory considerations.
Decision Making & Critical Thinking: Organizes data, evaluates alternatives, and makes sound decisions based on informed judgment.
Effective Communications: Clearly presents strategies, products, services, and business needs to dealers, customers, and internal stakeholders.
Negotiating: Builds trust and uses collaborative negotiation practices to align on solutions.
Relationship Management: Builds and maintains productive relationships with dealers, customers, peers, and internal partners.

Nice To Haves

Bachelor's degree, preferred
Experience in a dealer-facing field assignment or equivalent customer-facing role.
A solution-oriented, resilient approach with a strong customer-back mindset.
Strong organizational skills with the ability to self-manage time and priorities.
Experience supporting sales growth, dealer capability development, customer onboarding, or commercial programs.
Experience in machine sales, attachments, parts, services, dealer development, or product support.
Ability to apply construction industry knowledge to diverse customer, dealer, and business situations.
Proven ability to build relationships across a matrix organization and influence outcomes for assigned dealer territories.
Strong communication and interpersonal skills, with the ability to motivate others, influence change, and execute through ambiguity.

Responsibilities

Deliver the annual business plan for the assigned territory, including BCP machine, parts, attachment, services, Customer Value Agreement, customer activation, and other prioritized commercial goals.
Use BCP business-process guidance to support variance programs and other commercial actions that grow machine, parts, attachment, and services sales.
Partner with dealer sales, parts, service, product, attachment, and marketing teams to strengthen cross-functional execution and dealer capability.
Support attachment forecasting, ordering, inventory planning, sales strategy, marketing, and new attachment introductions.
Identify opportunities to grow Caterpillar BCP sales and displace competitive offers.
Develop and promote Customer Value Agreement offers, including Services Commitment.
Improve dealer sales performance through funnel management, performance reviews, and corrective action planning.
Drive dealer and customer adoption of digital platforms and machine technology, including Cat Central, VisionLink, shop.cat.com, and parts.cat.com.
Visit customers regularly to understand needs, gather insights, present solutions, answer questions, and resolve issues.
Share Voice of Customer and Voice of Dealer insights with Sales Support, Services Development, product groups, and other internal stakeholders.