Senior Sales Representative

Caterpillar, Inc.; Seguin (TX); On-site; USD 128,000 - 193,000; Full time

Benefits offered by this job

Medical, dental, and vision benefits*

401(k) savings plans*

Health Savings Account (HSA)*

Flexible Spending Accounts (FSAs)*

Career Development*

Incentive bonus*

Tuition Reimbursement*

Job summary

Caterpillar is seeking a Senior Sales Representative to lead dealer relationships, market products, and strengthen dealers' sales capabilities.

The role focuses on understanding business models, forecasting, and strategic sales planning to drive growth and customer value. This position is part of Caterpillar's IPSD and involves travel as needed.

Qualifications

• Understanding of business model and guidance on variance programs and commercial actions.
• Designing and assisting dealers on forecast, sales/rental/used strategy planning, and rollout of new products.
• Performing regular sales performance reviews with dealers and implementing corrective actions where needed.
• Leading the selling opportunities identification, customer satisfaction improvement and business relationship enhancement.
• Knowledge of business development tools and approaches to explore growth opportunities.

Responsibilities

• Understanding of business model and acting within the business process guidance on review and approval for variance programs and commercial actions.
• Designing and assisting dealers on the forecast, sales/rental/used strategy planning, and sales techniques; supporting the rollout of new products.
• Performing regular sales performance reviews with dealers and ensuring implementation of corrective actions where needed.
• Leading the selling opportunities identification, customer satisfaction improvement and business relationship enhancement.
• Leading the selling opportunities identification, customer satisfaction improvement and business relationship enhancement.

Skills

Customer focus

Effective communication

Relationship management

Business development

Value selling

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.

About IPSD

Caterpillar’s Industrial Power Systems Division (IPSD) designs, tests and manufactures 0.5 to 18L Cat® and Perkins engines that power over 5000 applications including Marine, Petroleum, Industrial Applications, Electric Generators, and Locomotives. Caterpillar’s company strategy includes sustainability as one of four focus areas and IPSD is engaged and actively preparing green energy solutions for the future.

Role Definition

We are looking for a Senior Sales Representative to lead and manage dealer relationships, market our products and services, and help dealers strengthen their sales capabilities.

What You Will Do

• Understanding of business model and acting within the business process guidance on review and approval for variance programs and commercial actions.
• Designing and assisting dealers on the forecast, sales/rental/used strategy planning, and sales techniques; supporting the rollout of new products.
• Performing regular sales performance reviews with dealers and ensuring implementation of corrective actions where needed.
• Leading the selling opportunities identification, customer satisfaction improvement and business relationship enhancement.

What You Will Have

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. Level Extensive Experience: 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.

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. Level Extensive Experience: 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.

Relationship Management: Knowledge of relationship management techniques; ability to establish and maintain healthy working relationships with clients, vendors, and peers. Level Extensive Experience: Communicates to clients regarding expectations of all parties. Participates in negotiating the terms of the business relationship. Conducts periodic reviews of work effort, progress, issues, and successes. Maintains productive, long‑term relationships with clients or vendors. Creates opportunities to educate support teams on client priorities. Empowers others to establish collaborative, healthy relationships.

Business Development: Knowledge of business development tools, techniques and approaches; ability to explore and develop potential areas of business growth for the organization. Level Working Knowledge: Summarizes the stages of the business development lifecycle. Assists in developing new geographical areas for the organization's products or services. Implements common business development incentive programs. Assists in creating an incentive plan to encourage new business growth and development. Researches approaches for exploring new business opportunities.

Value Selling: Knowledge of the principles and practices for selling products, technology and services; ability to provide overall product/service 'value' and to differentiate support offerings that address clearly understood customer needs. Level Extensive Experience: Acquires and retains customers in multiple settings using 'value selling' techniques. Coaches others on the application of 'value selling' principles and practices. Delivers value‑added services to customers beyond delivery of a purchased product, technology or service consistently. Qualifies sales prospects based on a clear understanding of customer business needs and the service company's determined ability to meet those needs. Solicits feedback from the customer community as a valued service provider. Teaches and coaches 'value selling' to others within the organization.

Additional Information

The preferred location is Minneapolis, but open to Seguin, TX or Peoria, IL. Relocation assistance is not available for this position. Visa sponsorship is not available for this position. This role requires up to 50% domestic travel.

Company Background

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 nearly 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.

Summary Pay Range

$128,470.00 - $192,710.00 Compensation and benefits offered may vary depending on multiple individualized factors, job level, market location, job-related knowledge, skills, individual performance and experience. Please note that salary is only one component of total compensation at Caterpillar.

Benefits

• Medical, dental, and vision benefits*
• Paid time off plan (Vacation, Holidays, Volunteer, etc.)*
• 401(k) savings plans*
• Health Savings Account (HSA)*
• Flexible Spending Accounts (FSAs)*
• Health Lifestyle Programs*
• Employee Assistance Program*
• Voluntary Benefits and Employee Discounts*
• Career Development*
• Incentive bonus*
• Disability benefits Life Insurance Parental leave Adoption benefits Tuition Reimbursement*

Posting Dates

November 3, 2026 - November 12, 2026

Legal and Compliance

Any offer of employment is conditioned upon the successful completion of a drug screen.

Caterpillar is an Equal Opportunity Employer, Including Veterans and Individuals with Disabilities. Qualified applicants of any age are encouraged to apply.

Company Culture

There’s more to work at Caterpillar than just the work itself. We hire smart, friendly people and it shows in our culture. We hold ourselves to high standards and make sure our values of integrity, excellence, teamwork, commitment and sustainability come to life in the way we work. We make sure our employees feel continuously challenged while also supported. We provide professional growth opportunities, including leadership programs. We celebrate the diversity of our team, while also working together as one Caterpillar. Our culture, like everything at our company, is made possible by each employee’s contribution. Person by person, we create the environment we work in, and we are proud of the Caterpillar we’ve built.