Territory Manager - Electric Power

Caterpillar Brazil; Lafayette (IN); On-site; USD 113,000 - 169,000; Full time

Benefits offered by this job

Medical, dental, and vision benefits

401(k) savings plans

Paid time off

Relocation assistance

Career development

Incentive bonus

Job summary

Caterpillar's Electric Power Division seeks a Territory Manager to lead dealer relationships and drive growth for Electric Power Solutions across gas generator sets in Western North America. You will identify opportunities, communicate value, and deploy strategic sales plans with strong commercial acumen in a dynamic market.

The role requires collaboration with dealers and internal teams to deliver power solutions while driving profitable market share growth.

Qualifications

• Broad business background with customer‑driven focus.
• Strong understanding of power generation markets and dealers.
• Excellent communication and presentation skills.

Responsibilities

• Lead dealer relationships to grow Electric Power Solutions revenue.
• Design forecasts, sales/rental/used strategy with dealers.
• Identify opportunities and implement corrective actions with dealers.

Skills

Customer Focus

Industry Knowledge

Effective Communications

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 EPD

Caterpillar's Electric Power Division (EPD) offers integrated solutions, parts, and services to meet the needs of our various commercial and industrial electric power customers. EPD supports a wide range of customer applications across the globe, including providing back‑up power to hospitals, providing emergency power when natural disasters strike, and supporting critical infrastructure for data centers, municipalities, and more. With a rich history of more than 95 years in the electric power business, our team has world‑class expertise and a proven ability to adapt to changing demands. We’re committed to providing sustainable and reliable solutions to our customers. Join our team to help build a better, more sustainable world for future generations!

Job Summary

Caterpillar’s Electric Power Division has an open opportunity as a Territory Manager. The Territory Manager will lead and manage dealer relationships to drive the growth of Electric Power Solutions, with a focus on gas generator set products and services across the power generation market. Identifies and develops sales opportunities, recommends customer‑focused solutions, and effectively communicates Caterpillar's unique value proposition to position the company as the preferred long‑term partner. Develops and executes strategic sales plans and forecasts for the Western North America territory, aligned with business objectives and growth targets. Builds and strengthens customer relationships, expands market presence, and identifies new applications, industries, and business opportunities. Collaborates with dealers and internal stakeholders to deliver innovative power solutions that meet customer needs while driving profitable growth and market share expansion. This role requires strong commercial acumen, relationship management skills, and the ability to influence customers and partners in a dynamic and competitive environment.

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.

• Communicates the importance of customer needs/expectations and commits to resolving them.
• Researches and verifies customer needs and expectations.
• Solicits customer satisfaction feedback and acts on improvement opportunities.
• Helps link organizational objectives to customer needs and expectations.
• Meets regularly with customers to understand their wants, needs and expectations.

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.

• Discusses industry-specific flagship products and services.
• Demonstrates current knowledge of the regulatory environment for industry segment.
• Describes the contribution of own function as it relates to the industry segment.
• Participates in major industry professional associations; subscribes to industry-specific publications.
• Currently works with a major industry segment and associated functions and features.

Effective Communications

• Delivers helpful feedback that focuses on behaviors without offending the recipient.
• Listens to feedback without defensiveness and uses it for own communication effectiveness.
• Makes oral presentations and writes reports needed for own work.
• Avoids technical jargon when inappropriate.
• Looks for and considers non‑verbal cues from individuals and groups.

Relationship Management

• Provides prompt and effective responses to client requests and interactions.
• Monitors client satisfaction levels on a regular basis.
• Alerts own team to problems in client satisfaction.
• Differentiates the roles and responsibilities in a business relationship.
• Works with clients to address critical issues and resolve major problems.

Business Development

• Describes the main technologies and tools used in similar or competing products or services.
• Identifies industry groups that would benefit from the organization's products and services.
• Identifies potential markets for the organization's products or services.
• Assesses the key components of an organization’s business development plan.

Value Selling

• Uses 'value selling' techniques to successfully engage customers.
• Researches the customer's industry and organization before attempting sales calls.
• Discusses issues and considerations regarding current 'value selling' practices and recommends potential improvements.
• Quantifies proposed costs, benefits and value in customer terms.
• Defines and documents value‑added activities and their benefits to customers beyond the initial sales transaction.

Top Candidates Will Also Have

Broad business background combined with strong technical expertise in power generation systems. Strong knowledge of our Caterpillar Dealer Network. Strong collaboration, relationship‑building, and problem‑solving skills.

Additional Information

This position is located in Irving, TX & Lafayette, IN. Travelof 50-75%is required. Domestic relocation assistance is offered for this position. Visa sponsorship is not offered for this position. This position requires the candidate to work a5-day-a-week schedule in the office.

Final Details

This employer is not currently hiring foreign national applicants that require or will require sponsorship tied to a specific employer, such as H, L, TN, F, J, E, O. As a global company, Caterpillar offers many job opportunities outside of the U.S. which can be found through our employment website at www.Caterpillar.com/Careers #LI

Summary Pay Range

Summary Pay Range: $112,710.00 - $169,060.00 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

Subject to plan eligibility, terms, and guidelines. This is a summary list of 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

These benefits also apply to part‑time employees

This position requires working onsite five days a week.

Relocation is available for this position.

Visa Sponsorship is not available for this position.

Posting Dates

October 2, 2026 - October 12, 2026

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.