Senior Sales Representative

Caterpillar•Bloomington, MN

About The Position

Caterpillar’s Industrial Power Systems Division (IPSD) designs, tests, and manufactures Cat® and Perkins engines ranging from 0.5 to 18L 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 products and services, and helps dealers strengthen their sales capabilities. The role supports commercial decisions and variance-program reviews, helps dealers plan forecasts and sales, rental, and used-equipment strategies, supports new-product rollouts, reviews sales performance, and leads efforts to identify selling opportunities, improve customer satisfaction, and strengthen business relationships. The role requires up to 50% domestic travel. The preferred location is Minneapolis, with Seguin, Texas, or Peoria, Illinois, also considered. Relocation assistance and visa sponsorship are not available.

Requirements

Extensive experience in customer focus, including anticipating customer needs, developing customized solutions, and improving customer satisfaction.
Extensive experience in effective communications, including adapting presentations and documents for audiences, communicating across organizational levels, and persuading stakeholders.
Extensive experience in relationship management, including maintaining long-term client or vendor relationships and communicating expectations.
Working knowledge of business development, including researching and developing potential business opportunities and supporting incentive programs.
Extensive experience in value selling, qualifying sales prospects, retaining customers, delivering value-added services, and coaching others in value-selling practices.
Ability to travel domestically up to 50%.

Nice To Haves

Preferred work location is Minneapolis; Seguin, Texas, and Peoria, Illinois, are also options.

Responsibilities

Apply business-model understanding and business-process guidance when reviewing and approving variance programs and commercial actions.
Design and assist dealers with forecasting, sales/rental/used strategy planning, 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 identification of selling opportunities, customer-satisfaction improvements, and business-relationship enhancements.
Build and maintain productive customer, dealer, and vendor relationships, including communicating expectations and conducting periodic reviews.
Use value-selling practices to acquire and retain customers, qualify prospects, and deliver value-added services.
Coach others in customer focus, communication, relationship management, and value selling.