Sales Manager - Construction Industries

Career Area:

Sales

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.

Role Summary

This position plays a critical role in helping dealers and customers maximize equipment value throughout the ownership lifecycle while supporting Caterpillar’s commitment to delivering exceptional customer experiences and sustainable business growth.

Customer Solutions Core Region (CSCR) is at the center of Caterpillar’s strategy to create differentiated customer experiences, strengthen dealer capabilities, grow services, and maximize equipment lifecycle value. This role provides a unique opportunity to lead a high-performing team while directly influencing dealer success, customer loyalty, and Caterpillar’s long‑term growth across the Pacific Northwest.

What You’ll Do (Job Duties) Lead Customer-Centric Growth

• Drive execution of district business plans to achieve targets for retail sales, market share, services growth, and customer loyalty.
• Partner with dealers to identify and capture opportunities across equipment, services, technology, and customer value agreements (CVAs).
• Support dealer strategies that increase customer engagement, improve retention, and expand lifecycle value realization.

Develop and Enable Dealer Success

• Serve as a trusted advisor to dealer executive leadership, influencing strategic priorities, organizational capability development, and go-to-market execution.
• Drive adoption of Caterpillar initiatives including Customer Value Agreements (CVAs), Service Commitment, Connected Assets, Digital Solutions, and Equipment Lifecycle Programs.
• Partner with dealers to improve commercial effectiveness, operational performance, and customer support capabilities.

Champion Customer Experience

• Ensure customer satisfaction through proactive management of product, commercial, and service-related issues.
• Oversee goodwill investment decisions and support resolution of complex customer concerns.
• Lead efforts to improve customer loyalty, Net Promoter outcomes, and long‑term business relationships.

Lead and Develop People

• Recruit, coach, mentor, and develop a high‑performing team of field representatives and industry professionals.
• Create an environment focused on accountability, collaboration, continuous learning, and customer success.
• Develop future leaders while strengthening team capabilities in consultative selling, dealer engagement, and business development.

Execute Strategic Business Initiatives

• Lead identification and execution of growth opportunities across construction, forestry, quarry & aggregates, and other regional industries.
• Partner with internal Caterpillar organizations to align resources and accelerate customer and dealer success.
• Support implementation of district and enterprise priorities related to services growth, market coverage, technology utilization, and customer value creation.

What You Have (Core Skills) Relationship Management

• Proven ability to build, maintain, and strengthen long‑term relationships with dealers, customers, and internal stakeholders.
• Experience influencing business decisions and driving results through collaboration and partnerships.

Industry Knowledge

• Deep knowledge of Caterpillar products, applications, dealer operations, and customer business models.
• Strong understanding of industry trends, competitive dynamics, equipment lifecycle…