Senior Sales Representative

Caterpillar Inc.•Peoria, IL

8d•$128,470 - $192,710

About The Position

Caterpillar’s Industrial Power Systems Division (IPSD) designs, tests, and manufactures 0.5 to 18L Cat® and Perkins engines for applications including marine, petroleum, industrial applications, electric generators, and locomotives. IPSD is preparing green energy solutions as part of Caterpillar’s sustainability strategy. The Senior Sales Representative leads and manages dealer relationships, markets Caterpillar products and services, and helps dealers strengthen their sales capabilities. The role supports commercial decisions and variance programs, assists dealers with forecasting and sales, rental, and used-equipment strategies, and supports new-product rollouts. It reviews dealer sales performance, drives corrective actions, identifies selling opportunities, improves customer satisfaction, and enhances business relationships. The position’s preferred location is Minneapolis, with Seguin, Texas, or Peoria, Illinois, also possible. It requires up to 50% domestic travel. Relocation assistance and visa sponsorship are not available. The stated summary pay range is $128,470 to $192,710.

Requirements

Extensive experience in customer focus, including anticipating customer needs, measuring satisfaction, and implementing service improvements.
Extensive experience in effective communications, including adapting presentations and documents to audiences and communicating upward, downward, and outward.
Extensive experience in relationship management, including maintaining productive long-term client or vendor relationships and participating in business relationship negotiations.
Working knowledge of business development tools and approaches.
Extensive experience with value selling, including qualifying prospects based on customer business needs and coaching others in value-selling practices.

Nice To Haves

Preferred work location in Minneapolis; Seguin, Texas, or Peoria, Illinois, are also options.

Responsibilities

Apply business-model knowledge and follow business-process guidance when reviewing and approving variance programs and commercial actions.
Help dealers develop forecasts and sales, rental, and used-equipment strategies and sales techniques.
Support the rollout of new products.
Conduct regular sales performance reviews with dealers and ensure corrective actions are implemented when needed.
Lead the identification of selling opportunities.
Improve customer satisfaction and strengthen business relationships.
Develop customer-focused solutions and maintain customer relationships through commitments, communication, and ongoing feedback.
Communicate effectively with varied audiences, coach others on communication, and use appropriate persuasion.
Manage relationships with clients and vendors, including communicating expectations, participating in negotiations, and reviewing progress.
Explore potential business growth areas and support business development activities.
Apply and coach value-selling practices, qualify prospects based on customer needs, and provide value-added services.