Director Sales

描述

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.

Role Definition

Leads a cross-functional Go to market organization—including Sales, Product Support —to deliver profitable growth, strengthen strategic customer partnerships, and enhance customer loyalty within the resource industries segment. Drives execution of customer-centric strategies including Physical availability, accelerates adoption of differentiated technologies and solutions, and ensures alignment across Dealers, Product Groups, and internal stakeholders to achieve sustainable business outcomes.

Key Responsibilities

1. Deliver Profitable Growth & Market Leadership
Owns and delivers business plan targets for sales, market share, and profitability, while optimizing the overall portfolio mix to maximize lifecycle value across equipment, parts, and services. Leads strategic growth initiatives that expand Caterpillar’s competitive position and reinforce market leadership within the industry.

2. Strategic Account Management & Customer Outcomes
Develops and executes customer-back strategies for key accounts, strengthening long-term partnerships with customers and dealers. Expands outcome-based solutions, including cost-per-hour and performance-based agreements, to deliver measurable customer value and drive differentiated business outcomes.

3. Integrated Go-to-Market Execution
Leads the development and execution of integrated sales, marketing, and merchandising plans, ensuring strong alignment across Dealers, Product Groups, and Cat Financial. Drives disciplined opportunity identification, pipeline management, and deal execution to consistently deliver business results.

4. Technology & Solution Adoption
Accelerates adoption of new technologies and offerings such as autonomy, electrification, and digital solutions. Positions Caterpillar as a solutions provider rather than just an equipment supplier, and drives differentiation through value-based, solution-led selling.

5. Customer Satisfaction & Issue Resolution
Ensures high levels of customer satisfaction through proactive engagement and timely resolution of issues. Oversees management of product and commercial concerns, while governing service goodwill with an appropriate balance between customer loyalty and business performance.

6. Organizational Leadership & Capability Building
Leads, coaches, and develops a high-performing and diverse team, building strong sales discipline and commercial acumen. Fosters a culture of accountability, collaboration, and continuous improvement while strengthening value-selling capabilities across the organization.

Skill Descriptors

Strategic Thinking & Execution:
Ability to translate enterprise strategy into actionable sales and market development plans, balancing short-term performance with long-term growth priorities.

Commercial Acumen:
Deep understanding of financial drivers, pricing strategies, deal structuring, and profitability management to optimize business outcomes across the portfolio.

Leadership & Talent Development:
Proven capability to build, lead, and develop high-performing teams; fosters a culture of accountability, collaboration, and continuous improvement.

Cross-Functional Collaboration:
Ability to work effectively across product groups, supply chain, finance, and dealer organizations to deliver integrated customer solutions.

Market & Customer Insights:
Strong analytical skills to interpret market trends, competitive dynamics, and customer requirements to inform business strategy and product positioning.

Change Management:
Ability to lead organizational and market change initiatives, including new product introductions, digital adoption, and business model evolution.

Operational Excellence:
Focus on driving process discipline, efficiency improvements, and consistent execution of sales and service operations.

Innovation & Technology Adoption:
Knowledge of emerging technologies and ability to drive adoption of advanced solutions that enhance customer productivity and sustainability.

Risk Management & Governance:
Awareness of compliance, contractual, and financial risks; ensures adherence to company policies while enabling business growth.

Stakeholder Influence:
Ability to influence senior internal and external stakeholders through strong business cases, data-driven insights, and effective communication

Posting Dates:

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

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