Director of Sales, Europe

Caterpillar; Leicester; On-site; GBP 104,000 - 131,000; Full time

Job summary

A global leader in construction equipment is seeking a Director of Sales for Europe to drive the commercial strategy for compact and mid-sized equipment. Based in Desford, UK, this role involves leading a high-performing sales team, shaping market expansion, and building strong customer relationships. The ideal candidate will have a strong focus on customer satisfaction, effective communication skills, and the ability to negotiate with various stakeholders. Up to 50% travel is expected for this dynamic position.

Benefits

Relocation assistance within the UK

Stock or equity grants

Opportunity for travel

Qualifications

• Proven ability to align customer needs with business goals.
• Strong knowledge of industry standards and trends.
• Exceptional written and verbal communication skills.
• Demonstrated negotiation and relationship management expertise.
• Experience in business development and market analysis.

Responsibilities

• Own and exceed sales targets within the industry segment.
• Execute high-impact sales and marketing strategies.
• Resolve customer challenges and ensure satisfaction.
• Lead new business opportunities and strengthen relationships.

Skills

Customer Focus

Industry Knowledge

Effective Communications

Negotiating

Relationship Management

Business Development

Job description

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.

Job Title: Director of Sales, Europe

Salary: £ 104,798 - £ 130,997

Contract: Permanent

Location: Desford, UK

Relocation: Relocation within the UK offered (incumbent to reside within the locality of the Desford office).

Posting Date: Thursday, December 18th, 2025, through Friday, January 2nd, 2026.

Job Reference: R0000339504

About Us

With 2024 sales and revenues of $64.8 billion, 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.

Caterpillar does business on every continent, principally operating through three primary segments – Construction Industries, Resource Industries and Energy & Transportation – and providing financing and related services through our Financial Products segment.

Job Summary

Caterpillar’s Building Construction Products division (BCP) is seeking a dynamic, strategic commercial leader to shape the growth of our compact and mid‑sized equipment portfolio across Europe. As Director of Sales, Europe for BCP, you’ll take the helm of a high‑performing, multi‑country sales organization—uniting sales managers, reps, technical experts, and field teams behind a bold vision for market expansion.

In this role, you’ll drive the region’s commercial strategy, elevate dealer performance, and unlock profitable growth across a diverse customer landscape spanning commercial and residential construction, specialty trades, landscaping, and agriculture. You’ll influence go‑to‑market execution, guide competitive positioning, and anticipate market shifts to ensure Caterpillar continues to set the standard for small and versatile construction machines.

Success means accelerating revenue, strengthening dealer capabilities, and amplifying Caterpillar’s brand presence across Europe’s most important construction segments. This is a rare opportunity to lead at scale, shape strategy across borders, and make a lasting impact on one of the world’s most respected industrial brands.

Location of the role is the Desford, UK office due to proximity to strategic facilities, product group teams, relevant support functions, and key dealer personnel.

What you will do (Responsibilities)

• Own and exceed sales targets within your industry segment, turning strategic goals into measurable commercial wins.
• Build and execute high‑impact sales and marketing strategies, driving strong merchandising performance and ensuring products and services hit ambitious growth objectives.
• Champion an exceptional customer experience by resolving product and commercial challenges, while strategically managing service goodwill investments across the segment.
• Lead the charge on new business opportunities, elevating customer satisfaction and strengthening long‑term relationships that fuel sustained growth.

What you will have (Skills and Experience)

Customer Focus:

Knowledge of the values and practices that align customer needs and satisfaction as primary considerations in all business decisions and ability to leverage that information in creating customized customer solutions.

• Facilitates creation of the 'right' products and services to resolve customer business issues.
• Fosters strong customer relationships via delivery on commitments, open communication, and on‑going feedback/improvement.
• Advises others on creating customer focused environments in various scenarios.
• Anticipates customer needs, focusing efforts to proactively meet needs and exceed customer expectations.
• Measures and observes customer satisfaction levels to ascertain and implement service improvement alternatives.
• Communicates and models the criticality of customer focus as an organizational strategy.

Industry Knowledge:

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

• Educates others on own organization in terms of the industry - its market position, niche (if any), etc.
• Compares and contrasts the latest developments and emerging issues in the industry.
• Raises coworkers' awareness of industry standards, practices and guidelines.
• Assesses how regulatory and reporting requirements apply to own organization.
• Explains the development of industry segments - trends, consequences, key issues.
• Discusses industry‑specific cycles and associated considerations.

Effective Communications:

Understanding of effective communication concepts, tools and techniques; ability to effectively transmit, receive, and accurately interpret ideas, information, and needs through the application of appropriate communication behaviors.

• Reviews others' writing or presentations and provides feedback and coaching.
• Adapts documents and presentations for the intended audience.
• Demonstrates both empathy and assertiveness when communicating a need or defending a position.
• Communicates well downward, upward, and outward.
• Employs appropriate methods of persuasion when soliciting agreement.
• Maintains focus on the topic at hand.

Negotiating:

• 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.
• Ensures negotiators have awareness of complementary yet diverse interests.
• Successfully completes significant negotiations, both internal and external.
• Details the risks of negotiation breakdown from each party's perspective.
• Protects own position, while demonstrating willingness to achieve win‑win.
• Identifies similarities and differences in position and assesses impact on discussions.
• Detects and addresses lack of progress or a stalemate.

Relationship Management:

• Knowledge of relationship management techniques; ability to establish and maintain healthy working relationships with clients, vendors, and peers.
• Oversees key client reviews to assure service and relationship satisfaction.
• Coaches others in the value, issues, and methods of client partnering.
• Collaborates with clients in the pursuit of common business objectives.
• Maintains status information on major developments in client or partner environment.
• Works directly with clients to discern business trends and their implications.
• Fosters a climate conducive to establishing positive working relationships with outsiders.

Business Development:

• Knowledge of business development tools, techniques and approaches; ability to explore and develop potential areas of business growth for the organization.
• Teaches others about a variety of tools and techniques for evaluating market potential.
• Develops standard processes to maximize business efficiency and effectiveness.
• Coaches others on the design and implementation of campaigns to present products to new markets.
• Develops strategies to present new business ideas to small and large perspective business partners.
• Analyzes alternative business development approaches and strategies.
• Designs common and industry‑specific benchmarks for business development.

Additional Details and Requirements

• Location: This role will be based in Desford, UK.
• The role will be in the office, five days a week unless travelling for business.
• Fluent in English. Fluent in French or German is highly desirable. Other desirable languages: Italian and Spanish.
• Domestic relocation in the UK is offered for this role.
• Up to 50% travel for the role.
• Sponsorship is not offered for the role.
• This position is eligible for stock or other equity grants pursuant to Caterpillar’s long‑term incentive plan.
• Posting Dates: December 18, 2025 - January 2, 2026

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