Territory Manager - Washington

Caterpillar Inc.; Washington (District of Columbia); On-site; USD 119,000 - 190,000; Full time

Benefits offered by this job

Medical benefits

PTO

401(k)

HSA

FSAs

Career development

Incentive bonus

Life Insurance

Parental leave

Tuition reimbursement

Job summary

Caterpillar Inc. is seeking a proactive sales-focused professional to drive growth in our Cat Financial ecosystem.

You will collaborate with sales, technical support, and product teams to expand market share, manage customer relationships, and deliver value through competitive financing solutions. Candidates should have extensive experience with dealer networks, a strong finance background, and deep knowledge of Caterpillar equipment and services.

Qualifications

• Experience building and maintaining relationships with clients, vendors, and peers.
• Focus on customer satisfaction and value-driven solutions.
• Knowledge of industry trends, issues, and regulatory considerations.
• Ability to analyze situations and make informed decisions.

Responsibilities

• Deliver business plan sales and market share targets for Caterpillar products in a given industry segment.
• Develop sales and marketing plans and manage merchandising to hit targets.
• Ensure customer satisfaction through management of product and service issues; oversee service goodwill spending.
• Lead opportunities identification, customer satisfaction improvement and relationship enhancement.

Skills

Relationship Management

Customer Focus

Industry Knowledge

Decision Making

Effective Communications

Negotiating

Account Management

Value Selling

Job description

Career Area:

Job Description:

Your Work Shapes the World at Caterpillar Inc.

When you join Caterpillar, you’rejoining 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’tjust 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.

Your Work Shapes the World at Caterpillar Inc.

Our common values and focus on inclusion and respect drive the decisions made by our company, teams and people. This is why we are committed to hiring and building diverse teams representative of the customers we serve globally. When you join our team, you can apply your unique life and job experiences and work in an environment where your ideas are heard, your contributions are celebrated, and your whole-self matters.

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 Cat Financial

Cat Financial is a subsidiary of Caterpillar Inc., 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 more than 40 years, Cat Financial has provided a wide range of financing solutions to customers and Cat® dealers for machines, engines, Solar® gas turbines, genuine Cat parts and services. Headquartered in Nashville, Tennessee, Cat Financial serves customers globally with offices and subsidiaries located throughout North and South America, Asia, Australia, Europe and Africa. Visit cat.com to learn more about Cat Financial.

Role Definition

• Supports a team typically comprised of sales, technical support, application experts, and product support field personnel to achieve goals to drive increased customer loyalty throughout the designated industry.

Responsibilities

• Deliver business plan sales and market share targets for the company products in a given industry segment or market.
• Develop sales and marketing plan and manage merchandising plans to achieve business plan targets for company products and services.
• Ensuring customer satisfaction through management of product and commercial issues; Overseeing service goodwill spending on all products within the industry segment.
• Leading the selling opportunities identification, customer satisfaction improvement and business relationship enhancement.

Skill Required:

• Relationship Management: Knowledge of relationship management techniques; ability to establish and maintain healthy working relationships with clients, vendors, and peers.
• 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.
• 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.
• 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: 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.
• 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.
• Account Management: Knowledge of account management; ability to manage day-to-day activities, providing services and support to existing clients.
• 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.

Consideration for Top Candidates:

• Extensive Experience with Dealer Networks: The ideal candidate has a proven track record of working with dealer networks, demonstrating strong relationship-building and management skills.
• Expertise in Equipment and Vendor Financing: We are looking for someone with a deep understanding of equipment and vendor financing, capable of navigating complex financial arrangements and providing innovative solutions.
• Strong Financial Background: The candidate should bring a robust background in finance, with the ability to analyze financial data, develop strategic plans, and drive financial performance.
• In-Depth Knowledge of Caterpillar: The ideal candidate possesses strong knowledge and experience with Caterpillar equipment and operations, enabling them to effectively manage and optimize projects involving Caterpillar products and services.

Additional information:

• Regular travel to Alaska is required for this role to support business operations, customer engagement, and key stakeholder activities throughout the region.

Compensation & Benefits:

Summary Pay Range: $118,860.00 - $190,176.00

Compensation and benefits offered may vary depending on multiple individualized factors, job level, market location,job-related knowledge, skills, individualperformance,and experience. Please note that salary is only onecomponentof total compensation at Caterpillar.

Benefits:

Subject to plan eligibility, terms, and guidelines. This is asummaryofthe 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 Job Description is intended as a general guide to the job duties for this position and is intended for the purpose of establishing the specific salary grade. It is not designed to contain or be interpreted as an exhaustive summary of all responsibilities, duties and effort required of employees assigned to this job. At the discretion of management, this description may be changed at any time to address the evolving needs of the organization. It is expressly not intended to be a comprehensive list of “essential job functions” as that term is defined by the Americans with Disabilities Act.

Relocation is available for this position.

Visa Sponsorship is not available for this position.

Posting Dates:

October 6, 2026 - October 13, 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.