Industry Sales Manager

**Career Area**:
Sales

**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.

**The Opportunity**
Caterpillar’s Building Construction Products (BCP) division has an opportunity to join our sales organization as a Sales Manager for small and compact equipment. This supervisory role oversees a team of 7 direct reports and 1 Pre-field Rep in Europe (total of 8), covering 15 countries across 2 district offices. If you’re looking for a leadership role with impact, this is a great role for you.

**Role Summary**: Lead a team of Caterpillar field reps, supporting Caterpillar dealers and customers to increase customer loyalty and influence machine sales. Support dealers in the development and implementation of programs and processes to grow attachments, parts and service, and CVA sales for BCP equipment in Europe (Zone 1: Northern Europe). Increase share of industry customer spend on Caterpillar products and services and drive increased customer loyalty.

**What You Will Do**:
As **Sales Manager **, your accountabilities will include, but are not limited to:

- 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.
- Influences upper management within dealerships to adapt or change policies, implement marketing/sales programs, hire personnel and organizational structure changes.
- 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.
- Demonstrate leadership in working with people from different backgrounds and cultures, internally and externally with the appropriate influence and ability to resolve differences.

**Applicable Metrics are as Follows**:

- Business Plan Achievement: Machines, Attachments, Customer Value Agreement at Point of Sales (CVA at POS), New Customer Growth
- Sales Growth: Machines, Attachments, Customer Value Agreement at Point of Sales (CVA at POS), New customer Growth
- Percentage of Industry Sales Machine & Attachments Revenue Growth
- Forecast Accuracy for designated Industryboth Business Plan and Rolling Forecasts
- Customer Satisfaction: Machines
- Merchandising: Machines & Attachments
- Participation and Closure Rates

**What You Have**:

- Extensive and progressive experience in positions that required dealer or supplier facing activities and strong relationship management and communications skills
- Experience in sales, marketing or product support in related industry.
- Leadership skills demonstrated through prior people, process or project management.
- **Effective communicator and excellent interpersonal skills **. Communicates well downward, upward, and outward. Demonstrates both empathy and assertiveness when communicating a need or defending a position.
- **Demonstrated relationship building and management skills **. Coaches others in the value, issues, and methods of client partnering. Works directly with clients to discern business trends and their implications.
- **Strong decision making and critical thinking skills. **Uses effective decision-making approaches such as consultative, command, or consensus. Anticipates special issues and considerations for effective decision-making during a crisis.
- **Strong Customer focus. **Fosters strong customer relationships via delivery on commitments, open communication, and on-going feedback/improvement.
- **Working knowledge of Value selling and Business Development **tools, techniques and approaches. Presents compelling business cases for very complex business issues, shifting proposed solution focus from cost to overall value (benefits/payback). Ability to explore and develop potential areas of business growth for the organization.
- Ability to travel in territory 50%+
- Prior leadership experience
- Multiple positions held in sales or technical field roles
- Sales variance management and Sales & Operating Planning experience
- Business development or value selling experience
- Contract management experience
- English speaking mandatory. Knowledge of additional European language as an advantage (French, Spanish, Italian, etc.).

**CATERPILLAR**

Caterpillar is a world leader in construction and mining equipment—creating innovative, cutting-edge products and services that h