Sales and Operations Manager

Caterpillar Inc.; Indonesia; On-site; IDR 600,000,000 - 1,200,000,000; Full time

Job summary

Caterpillar Inc. in Indonesia seeks a Sales and Operations Manager to drive revenue growth, expand market share, and lead commercial activities.

You will report to the General Manager, Indonesia Operations and build strategic customer partnerships across the region. The role requires a bachelor’s degree in engineering, business, commerce or related field and 10+ years in rail infrastructure or related leadership.

Qualifications

• A bachelor’s degree in engineering, Business, Commerce, or a related discipline.
• More than 10 years' experience in rail infrastructure, sales, business development, or a related commercial leadership role.
• Proven track record of achieving sales targets and driving business growth.
• Strong customer relationship, negotiation, and stakeholder management skills.
• Experience working with government agencies, rail operators, contractors, and engineering consultants.
• Strong commercial acumen, business judgement, and strategic thinking capability.
• Excellent communication, planning, analytical, and problem-solving skills.
• The ability to work autonomously while collaborating effectively across a diverse organisation.

Responsibilities

• Develop and execute sales strategies to drive revenue growth and increase market share across Indonesia.
• Manage sales forecasting, pipeline development, and achievement of sales and margin targets.
• Build and maintain strong relationships with customers, government stakeholders, contractors, and industry partners.
• Identify and secure new business opportunities while growing existing customer accounts.
• Lead tender submissions, contract negotiations, and commercial discussions.
• Collaborate with Operations, Engineering, and Finance teams to deliver customer-focused solutions.
• Monitor market trends, competitor activity, and customer requirements to support strategic decision-making.
• Promote our values and safety culture while delivering exceptional customer outcomes.

Skills

Sales leadership

Customer relationships

Negotiation

Stakeholder management

Strategic thinking

Analytical skills

Communication

Autonomous work

Education

Bachelor’s degree in engineering or business

Job description

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.

About The Business

A leading provider of rolling stock, infrastructure and advanced technologies for global rail customers. The company delivers locomotives and engines, trackwork, signaling, fasteners, and comprehensive locomotive and freight car services, along with aftermarket parts and recycling. Its technology portfolio includes data analytics, automation, connected assets, predictive maintenance and yard optimization tools.

About The Role

Are you a commercially driven sales leader with a passion for building strategic customer relationships and delivering business growth?

We are seeking an experienced Sales and Operations Manager, Indonesia to lead our sales strategy and commercial activities across the Indonesian market. Reporting to the General Manager, Indonesia Operations, this role is responsible for driving revenue growth, increasing market share, developing key customer partnerships, and leading the sales pipeline from opportunity identification through to contract award.

As Sales and Operations Manager, you will play a critical role in strengthening customer relationships, identifying new business opportunities, and delivering sustainable growth across our products and services. This is an exciting opportunity for a strategic and results-oriented leader who can combine commercial expertise with strong customer engagement to achieve exceptional business outcomes.

About You

• A bachelor’s degree in engineering, Business, Commerce, or a related discipline.
• More than 10 years' experience in rail infrastructure, sales, business development, or a related commercial leadership role.
• A proven track record of achieving sales targets and driving business growth.
• Strong customer relationship, negotiation, and stakeholder management skills.
• Experience working with government agencies, rail operators, contractors, and engineering consultants.
• Strong commercial acumen, business judgement, and strategic thinking capability.
• Excellent communication, planning, analytical, and problem-solving skills.
• The ability to work autonomously while collaborating effectively across a diverse organisation.

Responsibilities Of The Position

• Develop and execute sales strategies to drive revenue growth and increase market share across Indonesia.
• Manage sales forecasting, pipeline development, and achievement of sales and margin targets.
• Build and maintain strong relationships with customers, government stakeholders, contractors, and industry partners.
• Identify and secure new business opportunities while growing existing customer accounts.
• Lead tender submissions, contract negotiations, and commercial discussions.
• Collaborate with Operations, Engineering, and Finance teams to deliver customer-focused solutions.
• Monitor market trends, competitor activity, and customer requirements to support strategic decision-making.
• Promote our values and safety culture while delivering exceptional customer outcomes.

What We Offer

Our goal 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 a salaried wage because we value your performance, we offer a total rewards package that provides benefits (medical, dental, vision, pension, and accident & life insurance) along with the potential of an annual bonus.

About Our Process

We’re proud to build a workplace grounded in strong values, collaboration, and opportunity. We’re looking for motivated individuals who not only meet the requirements of the role, but who are excited to contribute to our culture and shared success.

As part of our commitment to safety and excellence, the recruitment process will include background checks such as police/criminal history, medical assessments, drug and alcohol testing, and reference checks.

This position requires working onsite five days a week.

Visa Sponsorship is not available for this position.

Posting Dates

August 10, 2026 - August 30, 2026

Caterpillar is an Equal Opportunity Employer.