Senior Sales Manager - Mining

Caterpillar•Peoria, IL

54d•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. As a Sales Support Manager, you will lead a global team dedicated to driving success across Caterpillar's Load & Haul portfolio of products including Underground Hard Rock Vehicles, Large Wheel Loaders, Wheel Dozers and Compactors, and Scrapers. Your mission is to deliver exceptional customer experiences and achieve global business objectives by supporting new machine sales globally, enabling value-driven solutions and shaping product strategy. In this role, you will oversee a team of 7 Product Application Specialists-recognized experts in the global mining industry-ensuring alignment, innovation, and excellence in every customer interaction. What You'll Do You will inspire and guide your team to ensure customers receive the right machine for the right application-every time. This is accomplished through three strategic pillars: 1. Value Selling & Deal Support Act as the go-to authority for global application expertise, guiding Caterpillar field teams, dealers, and customers. Ensure optimal machine selection and configuration through Total Cost of Ownership (TCO) analysis, competitive benchmarking, and production studies. Drive profitability by balancing volume and price realization, serving as the Price/Value consultant for major deals. Own technical product sales content, including value proposition materials and training programs for regional teams. 2. Customer Needs & Market Development Champion the Voice of the Customer, translating insights into actionable product requirements. Host customer visits, deliver impactful presentations, and lead machine walkarounds. Support the development of go-to-market strategies and the launch new products globally. 3. NPI & Market Definition Support the definition of product roadmaps and multi-generational product plans (MGPP). Act as NPI Gateway Steward-overseeing financials, Go to Market (GTM) deliverables, and pilot machine placements. Why This Role Matters Your leadership will directly influence Caterpillar's global mining strategy, ensuring our products deliver unmatched value and performance. By empowering your team and connecting customer needs with product innovation, you'll help shape the future of mining solutions worldwide.

Requirements

Technical Excellence: Knowledge of mining applications, with underground mining experience considered an advantage. Previous experience in marketing, distribution, product support, field operations, supervisory roles, and/or direct sales.
Value Selling: Strong sales skills to deliver customer value and prioritize high-impact deals. Act as the team's orchestrator-providing clear direction, aligning efforts, and driving success.
Customer Focus: Deep understanding of mining industry customer needs and operational challenges. Ability to align business decisions with customer satisfaction as a primary consideration and leverage insights to create customized solutions.
Products and Services: Knowledge of mining equipment, technology, and related services. Skilled at applying product and service expertise to diverse mining environments. Coaches team members on product positioning and solution selling to maximize impact.
Decision Making and Critical Thinking: Proven ability to analyze complex sales situations, evaluate risks and opportunities, and make informed decisions that optimize deal prioritization and profitability. Provides direction and clarity to the team, ensuring decisions align with strategic objectives.
Effective Communications: Strong communication skills to clearly convey technical and commercial information.
Negotiating: Expertise in negotiating high-value equipment. Mentors team members on negotiation techniques to improve overall success rates.
Relationship Management: Ability to build and maintain strong relationships with mining customers, dealers, and internal stakeholders. Leads the team in developing and nurturing strategic relationships.

Nice To Haves

Knowledge of mining applications, with underground mining experience considered an advantage.
Previous experience in marketing, distribution, product support, field operations, supervisory roles, and/or direct sales.

Responsibilities

Act as the go-to authority for global application expertise, guiding Caterpillar field teams, dealers, and customers.
Ensure optimal machine selection and configuration through Total Cost of Ownership (TCO) analysis, competitive benchmarking, and production studies.
Drive profitability by balancing volume and price realization, serving as the Price/Value consultant for major deals.
Own technical product sales content, including value proposition materials and training programs for regional teams.
Champion the Voice of the Customer, translating insights into actionable product requirements.
Host customer visits, deliver impactful presentations, and lead machine walkarounds.
Support the development of go-to-market strategies and the launch new products globally.
Support the definition of product roadmaps and multi-generational product plans (MGPP).
Act as NPI Gateway Steward-overseeing financials, Go to Market (GTM) deliverables, and pilot machine placements.