Sales Manager

Caterpillar, Inc. • Fishers, IN • 4h ago

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.

Caterpillar's Building Construction Products (BCP) division has an opportunity to join our sales organization as a Sales Manager for small and compact equipment covering the small contractor industry. This supervisory role oversees a team of 4, covering 5 Caterpillar dealers in the Midwest region of the United States.

Role Summary: Support dealers in the development and implementation of programs and processes to grow machine sales, attachments sales, parts and service, and CVA sales for BCP equipment in the North Central Region. Increase share of industry customer spend on Caterpillar products and services and drive increased customer loyalty.

What You'll Do

Meet/exceed Business Plan Sales and Market Share (PINS, Growth) targets for all machines and attachments sold

Responsible for "selling the house" (integrated solutions) and assist in merchandising dealer service

Manage Merchandising Funds (i.e. Sales Variance) for machines while achieving Price Realization and OPACC goals

Develop Marketing Plans to achieve Business Plan for machines and customer market segments

Oversee service goodwill spending on all products within industry segment

Ensure customer satisfaction through management of product and commercial issues

Lead service tech reps focus on quality to achieve key metrics related to Continuous Product Improvement (CPI), PIP and service capability

Responsible for leadership and supervision of the industry field reps, typically consisting of sales, application, service and/or product support to achieve goals

Responsible for training and development of the district sales and service staff; sets objectives, establishes standards of performance and evaluates district staff performance; sales forecasts, objectives, work plans, and budgets

What You Have (Core Skills)

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

Negotiation: 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

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

Relationship Management: Ability to establish and maintain healthy working relationships with clients, vendors, and peers

Effective Communications: Ability to effectively transmit, receive, and accurately interpret ideas, information, and needs through the application of appropriate communication behaviors

Decision Making and Critical Thinking: Ability to accurately analyze situations and reach productive decisions based on informed judgment

Top Candidates Will Also Have

Dealer facing experience

Experience in sales, marketing or product support in related industry

Leadership skills demonstrated through prior people, process or project management

Knowledge of company products and product applications, merchandising programs, and/or warranty practices and procedures

Location & Travel

Work location: Indianapolis, IN

Domestic relocation assistance is available

Travel is 50%+ within territory

Summary Pay Range:

$147,760.00 - $221,640.00

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

Relocation is available for this position.

Visa Sponsorship is not available for this position.

Posting Dates:

April 9, 2026 - April 23, 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.

Not ready to apply? Join our Talent Community (http://flows.beamery.com/caterpillarinc/talcom) .

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