Territory Sales Manager

Caterpillar•Houston, TX

7h•Onsite

About The Position

Your Work Shapes the World at Caterpillar Inc. 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. About Caterpillar Oil & Gas and Marine: Caterpillar’s Oil and Gas division provides superior products and service solutions to make our customers more efficient and lower total cost of ownership.  Globally, we deliver engineered oilfield and drilling equipment repair and certification, mechanical and rotating equipment repairs and upgrades, rapid prototyping of spare parts, robust asset management, operation and maintenance and field engineering services. We offer a wide range of career opportunities across a variety of technical and business roles in engineering and service locations worldwide. Join our team and help build engineering solutions that change the industry. When you join the Caterpillar Oil & Gas and Marine Division (COGMD), you join a global team that helps to power the global energy industry as well as provide power and propulsion on the water. About the Role: The Oil & Gas industry has relied upon Caterpillar power for decades for the toughest drilling, gas compression, production, power generation and well service applications. The Territory Sales Manager leads and manages dealers' relationships and development in the US and Canada to market aftersales products and services for medium speed engines from Caterpillar Motoren. Headquarted in Germany, Caterpillar Motoren has a strong legacy across the world. Additional Information: This position does offer relocation This position requires working onsite five days a week.

Requirements

Customer Focus: Knowledge of the values and practices that align customer needs and satisfaction as primary considerations in all business decisions and ability to leverage that information in creating customized customer solutions.
Value Selling : Knowledge of the principles and practices for selling products, technology, and services; ability to provide overall product/service 'value' and to differentiate support offerings that address clearly understood customer needs.
Industry Knowledge : Knowledge of the organization's industry group, trends, directions, major issues, regulatory considerations, and trendsetters; ability to apply industry knowledge appropriately to diverse situations.
Negotiating: Knowledge of successful negotiation concepts and techniques; ability to negotiate successfully across the organization and with external vendors and clients in a constructive and collaborative manner.
Effective Communications: Understanding of effective communication concepts, tools, and techniques; ability to effectively transmit, receive, and accurately interpret ideas, information, and needs through the application of appropriate communication behaviors.
Relationship Management: Knowledge of relationship management techniques; ability to establish and maintain healthy working relationships with clients, vendors, and peers.

Nice To Haves

Expertise or experience with gas compression, electric power, or marine systems
Background in the oil and gas or electric power industry
Global sales experience navigating international markets and adjusting communication styles to drive stronger global alignment
Prior dealer or distributor support experience

Responsibilities

Understanding of business models and acting within the business process guidance on review and approval for variance programs and commercial actions.
Designing and assisting dealers with the forecast, sales/used strategy planning, and sales techniques, supporting the rollout of new solutions
Performing regular sales performance reviews with dealers and ensuring implementation of corrective actions where needed.
Leading the selling opportunities identification, customer satisfaction improvement, and business relationship enhancement