Prime Sales Representative

Caterpillar Inc. is the world’s leading manufacturer of construction and mining equipment, off-highway diesel and natural gas engines, industrial gas turbines and diesel-electric locomotives. For nearly 100 years, we’ve been helping customers build a better, more sustainable world and are committed and contributing to a reduced-carbon future. Our innovative products and services, backed by our global dealer network, provide exceptional value that helps customers succeed.

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.

If you are looking for personal and professional growth, in a company with an inclusive culture, which seeks equity, respects differences and believes in people's potential, this is the right place. We consider people with disability candidates and those with diversity in gender, culture, ethnicity, religion, age, generation, race, nationality and sexual orientation.

Important:

- Don’t forget to include a resumé in English in your profile in Workday

- Please frequently check the email associated with your application, including the junk/spam, as this is the primary correspondence method. If you wish to know the status of your application, please use the candidate log-in on our career website as it will reflect any update s to your status.

Role Definition

Manages and grows strategic large accounts by developing customer-focused growth strategies, strengthening executive relationships, and delivering value-driven solutions through effective collaboration with dealers and internal business partners. Serves as the primary commercial leader for assigned accounts, aligning customer business objectives with Caterpillar products, services, technology, and support capabilities to drive profitable growth and customer success. Skill Descriptors

Customer Focus: Ability to understand customer needs and deliver solutions that create value and strengthen customer relationships.

Strategic Account Management: Ability to develop and execute account plans that support customer success and business growth.

Business Acumen: Understanding of customer business drivers, financial impacts, and market opportunities.

Industry Knowledge: Knowledge of industry trends, competitive landscape, and customer applications.

Decision Making and Critical Thinking:
Ability to analyze information, identify solutions, and make sound business decisions.

Negotiating: Ability to reach mutually beneficial agreements while maintaining strong customer relationships.

Relationship Management: Ability to build and maintain effective relationships with customers, dealers, and internal partners.

Value Selling: Ability to communicate the value of products, services, and solutions based on customer needs.

Collaboration and Influencing: Ability to work across teams and influence stakeholders to achieve business objectives.

Commercial Leadership: Ability to lead sales opportunities, drive profitable growth, and deliver business results.

Responsibilities

• Develops and executes strategic account plans to achieve sales growth, market share objectives, and long-term customer retention.

• Builds and maintains trusted relationships with customer executives, key decision makers, dealers, and internal stakeholders.

• Identifies customer business needs and opportunities, positioning Caterpillar products, technologies, services, and solutions to deliver measurable value.

• Leads commercial discussions, contract negotiations, and business reviews to support mutually beneficial outcomes.

• Coordinates cross-functional teams including Product Support, Finance, Operations, Services, Marketing, Digital, and Dealers to execute customer strategies and resolve business challenges.

• Provides consultative sales leadership to customers and dealer partners, ensuring alignment of sales and service support activities.

• Analyzes customer business performance, industry trends, competitive developments, and market conditions to identify growth opportunities and mitigate risks.

• Maintains accurate opportunity pipelines, forecasts, and account plans to support business objectives.

• Communicates product availability, pricing, lead times, service offerings, and operational updates to customers and stakeholders.

• Acts as the voice of the customer internally, advocating for solutions that improve customer satisfaction, loyalty, and long-term business partnerships.

• Drives adoption of Caterpillar technologies, digital solutions, and service offerings to improve customer outcomes and equipment lifecycle performance.

• Basic Requirements

• Bachelor's Degree.

• Pre-Advanced English proficiency.

• Experience in sales, account management, business development, or customer-facing commercial roles.

• Demonstrated ability to manage strategic customer relationships and complex business opportunities.

Additional Information

• Travel expectation: approximately 50%.

• Frequent customer, dealer, and industry engagement required.