Area Sales Operations Manager

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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.

Job Summary:

The Area Sales Operations Manager is responsible for leading the development and execution of the commercial strategy for assigned products and/or markets. This role requires a strategic mindset, exceptional leadership abilities, and a deep understanding of sales environments to drive business growth and customer satisfaction.

Responsibilities:

• Conducting in-depth analysis of organizational strengths and weaknesses, proactively responding to market opportunities and challenges in the sales environment.
• Supervising and coordinating daily activities of staff engaged in promoting and selling products, while ensuring efficient resolution of customer complaints and concerns.
• Designing, implementing, and managing sales programs in alignment with both long-term and short-term sales strategies; establishing robust training and development programs for the sales team.
• Encouraging the sales team to achieve ambitious sales and profit targets; determining competitive discount rates and pricing strategies.

Educational Requirements:

• Bachelor’s Degree in Business Administration, Marketing, Commerce, or a related field.
• Must have a deep understanding of commercial activities such as strategic metrics (new business, PODD, aftermarket)
• Advanced English

Skills:

• Customer Focus: Builds a deep understanding of customer needs, priorities, and business challenges through regular engagement and active listening. Uses customer insights and feedback to develop tailored solutions, improve overall experience, strengthen loyalty, and deliver sustainable value.

• Product and Service Knowledge: Demonstrates comprehensive knowledge of the organization’s product and service portfolio and how each offering supports customer and business objectives. Evaluates target markets, customer applications, competitive alternatives, and sales and delivery channels. Communicates product availability, delivery options, technical capabilities, and planned updates accurately. Explains the features, benefits, and value proposition of the business unit’s primary offerings. Assesses product alternatives, costs, pricing, and commercial implications to recommend appropriate solutions.

• Decision Making & Critical Thinking: Applies sound judgment and structured analysis to evaluate complex situations, organize relevant information, and make timely, well-informed decisions. Weighs risks, benefits, business impact, and stakeholder perspectives; challenges assumptions; and compares alternative strategies to achieve the best possible outcome.

• Negotiating: Prepares negotiation strategies by defining objectives, priorities, trade-offs, and acceptable outcomes. Applies core negotiation principles and distinguishes effective approaches from practices that may undermine results. Follows organizational policies, approval requirements, and commercial guidelines throughout the negotiation process.

• Problem Solving: Clearly defines and documents problems, root causes, business impact, and possible resolution options. Considers the perspectives and needs of all relevant stakeholders when evaluating an issue. Verifies the accuracy, relevance, and completeness of information through structured analysis and fact-finding.

• Effective Communications: Communicates clearly, accurately, and persuasively in both written and verbal interactions. Adapts messages to different audiences and business situations, actively listens, asks relevant questions, and presents complex information in an accessible manner. Provides constructive feedback and communicates with confidence, empathy, and professionalism at all organizational levels.

• Relationship Management: Develops and sustains trusted relationships with customers, dealers, vendors, and internal partners. Understands stakeholders’ expectations, responds promptly to business needs, monitors satisfaction, and resolves critical issues collaboratively. Uses influence, credibility, and consistent follow-through to strengthen partnerships and support long-term results.

• Value Selling: Connects product, technology, and service capabilities to the customer’s operational priorities and business outcomes. Quantifies and communicates total value, including costs, benefits, productivity gains, risk reduction, and return on investment. Distinguishes value-based selling from product-focused selling and applies the appropriate approach throughout the sales cycle.

Top Candidates also have:

• Master’s degree in a related field and relevant professional certifications

Additional Information

• Location: Santa Catarina, Nuevo Leon
• This position is five-day a week in-office model.
• This position will have 50% of domestic and international travel.
• Active passport and USA visa are required
• Sponsorship for foreign candidates is not available.
• Domestic Relocation assistance is available for this position.
• Do not forget to include a resumé in English in your profile in Workday.

Final details

Please frequently check the email associated with your application, including the junk/spam folder, 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 updates to your status.

The Caterpillar Code of Conduct states that we will select and place employees based on their qualifications for the job to be performed, without regard to race, religion, national origin, color, gender, gender identity, sexual orientation, age or disability. In this company we do not request pregnancy tests, nor HIV tests as requirements for employment entry, permanence or promotion.

Posting Dates:

Caterpillar is an Equal Opportunity Employer. Qualified applicants of any age are encouraged to apply

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