Commercial Manager

Caterpillar Inc.; Ontario; On-site; CAD 90,000 - 120,000; Full time

Job summary

Join Caterpillar Inc. as a Commercial Manager and shape the future with a global team. You will work closely with customers and Cat Dealers to develop innovative solutions for off-highway mobile equipment, driving sales growth while maintaining strong client relationships. This role demands exceptional communication and negotiation skills as you lead the charge in adding to Caterpillar's Total Contract Value goals.

Benefits

Competitive Base Salary

Annual incentive bonus plan

Medical, dental, and vision coverage

Paid time off plan (Vacation, Holiday, Volunteer, Etc.)

Defined Contribution Pension Plan

Employee Share Purchase Plan

Short and long-term disability coverage

Life Insurance

Employee Assistance Programs

Qualifications

• Direct Field Experience working with off-highway vehicles.
• Knowledge and/or experience working with CAT Dealers.
• Sales and negotiation experience with customers.

Responsibilities

• Gain Total Contract Value (TCV) and embed the Job Site Solutions business model.
• Identify new customer prospects and develop them into opportunities.
• Negotiate and close Job Site Solutions contracts with customers.

Skills

Value Selling

Customer Focus

Industry Knowledge

Decision Making

Effective Communications

Negotiating

Relationship Management

Account Management

Job description

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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.

Career Area

Sales

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.

The Resource Industries Sales, Services & Technology team is looking for a Solutions Commercial Manager. As a Commercial Manager at Caterpillar, you will be directly responsible for working with customers, Cat Dealers, and internal Caterpillar business partners to develop solutions that solve customer problems related to their off-highway mobile equipment fleets. The primary goal is to gain customer acceptance via signed contracts, adding to individual and team Total Contract Value (TCV) goals. This position directly supports Caterpillar’s services strategy among many other corporate growth initiatives.

What You Will Do

The key role of this individual contributor position is to gain TCV and embed the Job Site Solutions (JSS) business model with our dealer partners contributing to incremental Machine, Parts, and Services Sales for the greater Caterpillar enterprise and Dealer Network. The industry focus includes Quarry, Regional Mining, Waste, Industrial, and related applications.

The First 6 Months You Will Focus On

• Alignment with Cat Dealer and internal partners (Cat Financial, GCI) on targeted accounts.
• Engaging Dealers through relationship skills and corporate platforms
• Identifying new customer prospects with each of the dealers in your area of responsibility and developing those prospects into opportunities.
  
  

Annual work-related activities to accomplish TCV and SMART goals include:

• Completing in-depth machine application and commercial assessments of the customer's site and business operations.
• Designing appropriate solutions proposals to improve the customer's bottom line.
• Working with Cat Dealers and internal Caterpillar business partners (i.e. product groups, Sales Support team) to spec and price the equipment for fleets.
• Negotiating and closing Job Site Solutions contracts with customers and dealers.
• Growing a profitable portfolio of customers.
• Maintaining and nurturing existing customer relationships within current contracts.
  
  

What Skills You Will Have

Value Selling: Direct Field Experience working with off-highway vehicles.

Customer Focus: Knowledge and/or experience working with CAT Dealers. Familiarity with machines, components, and systems.

Industry Knowledge: Knowledge of the organization's industry groups trends, directions, major issues, regulatory considerations, and trendsetters; ability to apply industry knowledge appropriately to diverse situations.

Decision Making and Critical Thinking: Knowledge of the decision-making process and associated tools and techniques; ability to accurately analyze situations and reach productive decisions based on informed judgment.

Effective Communications: Superior and effective communication skills – both written and verbal – that range from technical discussions to executive presentations.

Negotiating: Sales and negotiation experience with customers will set you apart. Knowledge of successful negotiation concepts and techniques; ability to negotiate successfully across the organization and with external vendors and clients in a constructive and collaborative manner.

Relationship Management: Superior relationship-building skills and the ability to execute through a team of Caterpillar, Dealer, and Customer personnel. Demonstrated team leadership skills.

Account Management: Knowledge of account management; ability to manage day-to-day activities, providing services and support to existing clients as well as identify and develop new clients for the business

Top Candidate Will Also Have

Experience working with Cat dealer sales teams or product support teams.

Additional Information

Domestic relocation assistance is NOT available.

This position may require up to 75% travel.

Sponsorship is NOT available.

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 wage, because we value your performance, we offer a total rewards package that provides:

• Competitive Base Salary
• Annual incentive bonus plan*
• Medical, dental, and vision coverage
• Paid time off plan (Vacation, Holiday, Volunteer, Etc.)
• Defined Contribution Pension Plan
• Employee Share Purchase Plan
• Short and long-term disability coverage
• Life Insurance
• Employee Assistance Programs
  
  

Posting Dates

May 23, 2025 - June 8, 2025

Caterpillar is an Equal Opportunity Employer.

Not ready to apply? Join our Talent Community.

Seniority level

• Seniority level

  Not Applicable

Employment type

• Employment type

  Full-time

Job function

• Job function

  Sales and Business Development

• Industries

  Construction and Machinery Manufacturing

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