Territory Manager - Electric Power

Caterpillar · Irving · $112,710–$169,060 (stated in the posting)

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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.

About EPD:

Caterpillar's Electric Power Division (EPD) offers integrated solutions, parts, and services to meet the needs of our various commercial and industrial electric power customers. EPD supports a wide range of customer applications across the globe, including providing back-up power to hospitals, providing emergency power when natural disasters strike, and supporting critical infrastructure for data centers, municipalities, and more. With a rich history of more than 95 years in the electric power business, our team has world-class expertise and a proven ability to adapt to changing demands. We’re committed to providing sustainable and reliable solutions to our customers. Join our team to help build a better, more sustainable world for future generations!

Job Summary:

Caterpillar’s Electric Power Division has an open opportunity as a Territory Manager. The Territory Manager will lead and manage dealer relationships to drive the growth of Electric Power Solutions, with a focus on gas generator set products and services across the power generation market. Identifies and develops sales opportunities, recommends customer-focused solutions, and effectively communicates Caterpillar's unique value proposition to position the company as the preferred long-term partner.

• Develops and executes strategic sales plans and forecasts for the Western North America territory, aligned with business objectives and growth targets.
• Builds and strengthens customer relationships, expands market presence, and identifies new applications, industries, and business opportunities.
• Collaborates with dealers and internal stakeholders to deliver innovative power solutions that meet customer needs while driving profitable growth and market share expansion.

This role requires strong commercial acumen, relationship management skills, and the ability to influence customers and partners in a dynamic and competitive environment.

What you will do:

• Understanding of business model and acting within the business process guidance on review and approval for variance programs and commercial actions.
• Designing and assisting dealers on the forecast, sales/rental/used strategy planning, and sales techniques; supporting the rollout of new products.
• Performing regular sales performance reviews with dealers and ensuring implementation of corrective actions where needed.
• Leading the selling opportunities identification, customer satisfaction improvement and business relationship enhancement.

What you will have: 

• 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.
  Level Working Knowledge:
  • Communicates the importance of customer needs/expectations and commits to resolving them.
  • Researches and verifies customer needs and expectations.
  • Solicits customer satisfaction feedback and acts on improvement opportunities.
  • Helps link organizational objectives to customer needs and expectations.
  • Meets regularly with customers to understand their wants, needs and expectations.

• 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.
  Level Working Knowledge:
  • Discusses industry-specific flagship products and services.
  • Demonstrates current knowledge of the regulatory environment for industry segment.
  • Describes the contribution of own function as it relates to the industry segment.
  • Participates in major industry professional associations; subscribes to industry-specific publications.
  • Currently works with a major industry segment and associated functions and features.

• 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.
  Level Working Knowledge:
  • Delivers helpful feedback that focuses on behaviors without offending the recipient.
  • Listens to feedback without defensiveness and uses it for own communication effectiveness.
  • Makes oral presentations and writes reports needed for own work.
  • Avoids technical jargon when inappropriate.
  • Looks for and considers non-verbal cues from individuals and groups.

• Relationship Management: Knowledge of relationship management techniques; ability to establish and maintain healthy working relationships with clients, vendors, and peers.
  Level Working Knowledge:
  • Provides prompt and effective responses to client requests and interactions.
  • Monitors client satisfaction levels on a regular basis.
  • Alerts own team to problems in client satisfaction.
  • Differentiates the roles and responsibilities in a business relationship.
  • Works with clients to address critical issues and resolve major problems.

• Business Development: Knowledge of business development tools, techniques and approaches; ability to explore and develop potential areas of business growth for the organization.
  Level Basic Understanding:
  • Describes the main technologies and tools used in similar or competing products or services.
  • Identifies industry groups that would benefit from the organization's products and services.
  • Identifies potential markets for the organization's products or services.
  • Assesses the key components of an organization's business development plan.

• 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.
  Level Working Knowledge:
  • Uses 'value selling' techniques to successfully engage customers.
  • Researches the customer's industry and organization before attempting sales calls.
  • Discusses issues and considerations regarding current 'value selling' practices and recommends potential improvements.
  • Quantifies proposed costs, benefits and value in customer terms.
  • Defines and documents value-added activities and their benefits to customers beyond the initial sales transaction.

Top Candidates Will Also Have:

• Broad business background combined with strong technical expertise in power generation systems.
• Strong knowledge of our Caterpillar Dealer Network.
• Strong collaboration, relationship-building, and problem-solving skills.

Additional Information:

• This position is located in Irving, TX & Lafayette, IN.
• Travel of 50-75% is required.
• Domestic relocation assistance is offered for this position.
• Visa sponsorship is not offered for this position.
• This position requires the candidate to work a 5-day-a-week schedule in the office.

Final Details:

This employer is not currently hiring foreign national applicants that require or will require sponsorship tied to a specific employer, such as H, L, TN, F, J, E, O. As a global company, Caterpillar offers many job opportunities outside of the U.S. which can be found through our employment website at www.Caterpillar.com/Careers

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Summary Pay Range:

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

Posting Dates:

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.

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