Machine Sales Representative

Career Area

Sales

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 exciting opening for a Machine Sales Representative dedicated to supporting Cleveland Brothers and Carter Machinery in West Virgina, Virginia, Maryland, Delaware and Pennsylvania. If traveling to dealer sites to be hands‑on with Caterpillar machines in the field sounds appealing, apply today!

Working hands‑on with construction equipment, customers, and dealers, this role consults on machine sales within an assigned territory for Caterpillar machines. This is a dealer and customer facing assignment where sales and marketing aptitude partnered with strong decision making and customer service skills is the key to success.

• Lead Caterpillar Machine sales strategy planning, marketing, and sales techniques
• Design and assist dealers on BCP machine forecast, orders and inventory planning
• Perform regular sales performance reviews with dealers and ensure implementation of corrective actions where needed
• Identify opportunities for Caterpillar’s BCP machine growth (including unmet market needs and new product ideas) as well as displace competitive offers
• Present products or services to stakeholders, answering any customer questions, and addressing their needs
• Assist/coordinate dealer on‑site sales training to assist with knowledge of the full product portfolio
• Administration of variance programs and commercial actions

Customer Focus: Understanding the principles and practices that place customer needs, expectations, and satisfaction at the center of business decisions; using that insight to develop tailored solutions that deliver value and strengthen customer relationships.

Industry Knowledge: Understanding the organization’s industry, including market trends, emerging directions, key challenges, regulatory considerations, and influential players; applying that knowledge effectively to inform decisions, adapt to changing conditions, and navigate a variety of business situations.

Decision Making and Critical Thinking: Understanding decision‑making processes, analytical frameworks, and problem‑solving techniques; evaluating information objectively, identifying key issues, and making sound, timely decisions based on informed judgment.

Effective Communications: Understanding communication principles, tools, and techniques; clearly conveying and receiving ideas, information, and needs while adapting messages and communication style to the audience and situation.

Negotiating: Understanding negotiation strategies and techniques; reaching constructive, collaborative agreements with internal stakeholders, customers, vendors, and other external partners while balancing relationships and business objectives.

Relationship Management: Understanding relationship management principles and practices; building, strengthening, and sustaining productive working relationships with customers, vendors, and colleagues through trust, responsiveness, and collaboration.

Value Selling: Understanding the principles and practices of selling products, services, and technology based on customer value; identifying customer needs and differentiating offerings through clear, relevant, and outcome‑focused solutions.

• Prior field based or dealer facing experience
• Demonstrated ability to work independently
• Knowledge and/or experience working with dealerships and dealer networks in service engineering capacity
• Project management and consulting skills
• Knowledge and understanding of how Caterpillar machines operate

• Relocation assistance is available
• Sponsorship is not…