Senior Sales Representative

Opis

Career Area:

Job Description:

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.

CATERPILLAR REMANUFACTURING
Do you have a passion for helping customers and supporting a sustainable solution? Since 1973, Cat Reman has helped bring the value at the core of every Cat product back to life. Customers look to us to provide a high-quality solution that is good for their business - and promotes sustainability. It's important to us to deliver. Our team is full of industry leaders. Together, following common values, we share a passion for delivering sustainability benefits that help the company contribute to a circular economy. It’s rewarding to work, with an inspiring team, where every contribution matters.

Caterpillar Remanufacturing Division (Reman) has an exciting opportunity for a Senior Sales Representative for our On-Highway-Truck Engines to cover the Southeast region of the US. This is a remote position, with primary location determined by the selected candidate, and requires 50–70% travel. This position leads and manages dealer relationships to market company products and services and assists in the development of dealer sales capability.

What You Will Do:

Primary 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.
  

What You Will Have:

Customer Focus: Ability to understand customer and dealer needs, build strong relationships, deliver on commitments, and create solutions that improve satisfaction and business results.

Industry Knowledge: Understanding of industry trends, products, services, business drivers, and market conditions to support dealer sales strategies and customer solutions.

Decision Making and Critical Thinking: Ability to analyze information, evaluate options, anticipate impacts, and make sound business decisions using informed judgment.

Effective Communications: Ability to communicate clearly with dealers, customers, and internal partners through effective listening, tailored messaging, and professional presentations.

Negotiating: Ability to collaborate across the organization and with dealers or customers to reach constructive, mutually beneficial agreements.

Relationship Management: Ability to establish, maintain, and strengthen productive relationships with dealers, customers, vendors, and internal teams.

Business Development: Ability to identify growth opportunities, support dealer capability, and contribute to strategies that expand sales and market presence.

Value Selling: Ability to understand customer needs, communicate product and service value, and support sales approaches that differentiate Caterpillar solutions.

Who This Role Is Great For

• Sales professionals who enjoy building strong dealer and customer relationships while identifying opportunities for business growth.
• Individuals who are comfortable using market knowledge, customer insights, and sales data to support dealer strategy and performance improvement.
• Strong communicators who can influence, negotiate, and collaborate effectively with dealers, customers, and internal business partners.
• Candidates who are energized by helping dealers strengthen sales capability, improve customer satisfaction, and deliver value through Cat Reman solutions.
• Self-starters who can manage priorities, solve problems, and take ownership of sales initiatives in a fast-paced, customer-focused environment.

Preferred Qualifications:

• 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.

What You Will Get!

Our goal at Caterpillar is for you to have a rewarding career. Our teams are critical to the success of our customers who build a better world.

Here you earn more than just an hourly wage, because we value your performance, we offer a total rewards package that provides day one benefits along with the potential of annual bonuses.

Additional benefits include paid vacation days and paid holidays (prorated based upon hire date).

• 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 (Ex. Accident, Identity Theft Protection)

All eligible candidates MUST pass the following pre-employment screenings before they can be hired to any Caterpillar position:

• Background Screening

• Drug & Alcohol Screening

Please ensure you frequently sign into your candidate home for any updates or correspondence for positions that you have applied for. https://cat.wd5.myworkdayjobs.com/CaterpillarCareers

Keep a frequent check on emails as correspondence will be sent to the email that you used to apply with. 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 updates to your status.

Visa sponsorship is NOT available for this position.

This employer is not currently hiring foreign national applicants that require or will require sponsorship tied to a specific employer, such as, H, L, TN, F, J, E, O. As a global company, Caterpillar offers many job opportunities outside of the U.S which can be found through our employment website at www.caterpillar.com/careers

Domestic relocation assistance is offered for this position.

About Caterpillar

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 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.

Summary Pay Range:

Compensation and benefits offered may vary depending on multiple individualized factors, job level, market location, job-related knowledge, skills, individual performance and experience. Please note that salary is only one component of total compensation at Caterpillar.

Benefits:

Subject to plan eligibility, terms, and guidelines. This is a summary list of benefits.

• Medical, dental, and vision benefits*

• Paid time off plan (Vacation, Holidays, Volunteer, etc.)*

• 401(k) savings plans*

• Health Savings Account (HSA)*

• Flexible Spending Accounts (FSAs)*

• Health Lifestyle Programs*

• Employee Assistance Program*

• Voluntary Benefits and Employee Discounts*

• Career Development*

• Incentive bonus*

• Disability benefits

• Life Insurance

• Parental leave

• Adoption benefits

• Tuition Reimbursement

* These benefits also apply to part-time employees

Posting Dates:

Any offer of employment is conditioned upon the successful completion of a drug screen.

Caterpillar is an Equal Opportunity Employer, Including Veterans and Individuals with Disabilities. Qualified applicants of any age are encouraged to apply.

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