Note: The job is a remote job and is open to candidates in USA. Caterpillar Inc. is a global manufacturer of construction, mining, and engine products with a focus on sustainable solutions. The Senior Sales Representative will lead dealer relationships for On-Highway Truck Engines in the Southeast region, developing aftermarket sales strategies, managing performance, and driving growth through customer insights and targeted plans.
Responsibilities
- Deliver annual business plan results for assigned dealer territories by partnering with dealers to develop and execute aftermarket solutions account plans for high-opportunity customer accounts
- Collaborate with assigned dealers and internal partners to identify growth opportunities, prioritize target customer accounts, and strengthen sales force effectiveness
- Develop and execute local action plans using CRM, Customer Insights, and targeted marketing campaigns to recapture lost sales and drive aftermarket solutions growth
- Document and manage wins and losses in Salesforce to improve visibility into industry dynamics, customer needs, competitive activity, and sales performance
- Manage and optimize parts sales variance utilization and travel and expense budgets to support incremental top-line revenue growth
- Lead regular sales performance reviews with dealers and ensure corrective actions are implemented when needed
- Gather, document, and communicate customer requirements, business models, competitive insights, market intelligence, and opportunities to improve dealer aftermarket solutions sales, marketing, and operational capabilities
- Partner with dealer Parts and Service Sales Managers, PSSRs, ISRs, Parts Counter teams, and Truck Engine Parts and Service Dealers (TEPS) management to support aftermarket solutions growth goals
- Stay current on industry trends, changing technologies, and market regulations that impact dealer and customer solutions
Skills
- Ability to understand customer and dealer needs, build strong relationships, deliver on commitments, and create solutions that improve satisfaction and business results
- Understanding of industry trends, products, services, business drivers, and market conditions to support dealer sales strategies and customer solutions
- Ability to analyze information, evaluate options, anticipate impacts, and make sound business decisions using informed judgment
- Ability to communicate clearly with dealers, customers, and internal partners through effective listening, tailored messaging, and professional presentations
- Ability to collaborate across the organization and with dealers or customers to reach constructive, mutually beneficial agreements
- Ability to establish, maintain, and strengthen productive relationships with dealers, customers, vendors, and internal teams
- Ability to identify growth opportunities, support dealer capability, and contribute to strategies that expand sales and market presence
- Ability to understand customer needs, communicate product and service value, and support sales approaches that differentiate Caterpillar solutions
- Previous in-territory field representative experience working directly with dealers
- On-Highway Truck Engine or other engine industry experience
- Experience working with TEPS dealers
- Experience partnering with independent repair facilities
- Bachelor's degree or at least four years of sales, parts, product support, commercial engine sales, or commercial engine product support experience
- Demonstrated commercial and sales skills, including the ability to define and prioritize opportunities and drive action with Cat dealers, TEPS dealers, and end-user customers
- Proven ability to execute critical projects and deliver results
- Ability to develop, analyze, and interpret reports to identify key areas for business growth
Benefits
- Remote position
- Potential annual bonuses
- Paid vacation days
- Paid holidays
- Medical, dental, and vision coverage
- Paid time off plan (Vacation, Holiday, Volunteer, Etc.)
- 401k savings plan
- Health savings account (HSA)
- Flexible spending accounts (FSAs)
- Short- and long-term disability coverage
- Life Insurance
- Paid parental leave
- Healthy Lifestyle Programs
- Employee Assistance Programs
- Voluntary Benefits (e.g., Accident, Identity Theft Protection)
- Employee Discounts
- Career Development
- Incentive bonus
- Disability benefits
- Parental leave
- Adoption benefits
- Tuition Reimbursement
- Domestic relocation assistance
- Relocation is available for this position
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