Sales Territory 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.

**About EPD**

**About the Role**:
Lead development and execution of technical and commercial offerings to customers, to achieve sales and profit goals. Oversee and coordinate all sales and various solution programs for a significant client or specific client group. Lead and manage dealers' relationships to market company products and services and assist in the development of dealer sales capability.

**Key Responsibilities**:

- Customer and Dealer Relationships: Build and maintain strong relationships with project teams, dealers, and Caterpillar factories to ensure alignment and successful execution of projects.
- Perform regular sales performance reviews with dealers and ensure implementation of corrective actions where needed.
- Lead the selling opportunities identification, customer satisfaction improvement and business relationship enhancement.
- Develop and manage sales programs in alignment with long and short-term sales strategies
- Establish training programs for dealers.
- Project Milestone Tracking: Lead the tracking of critical project milestones, including order entry, release, shipping and commissioning startup, to ensure timely delivery and to minimize risks.
- Risk Management and Problem Solving: Proactively identify potential obstacles or risks to project success and develop mitigation strategies.
- Communication and Collaboration: Act as a bridge between Caterpillar factories, dealers, customers, and project site teams ensuring clarity and alignment on project objectives and execution.
- Pipeline Management: Support demand forecasting and fulfillment, prioritising key projects and ensuring efficient resource allocation.

**Key Skills Required;**

**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.
- Communicates the importance of customer needs/expectations and commits to resolving them.
- Research and verify customer needs and expectations.
- Solicit customer satisfaction feedback and acts on improvement opportunities.
- Link organisational objectives to customer needs and expectations.
- Meet regularly with dealers and customers to understand their wants, needs and expectations.
- Understands and possesses hands-on experience with industry-specific products and services and technologies
- Demonstrates current knowledge of the regulatory environment for industry segment.
- Participates in major industry professional associations; subscribes to industry-specific publications.

**Technical Expertise**
- Knowledge of equipment cycle times, front-end scheduling, heavy equipment manufacturing and complex project deliveries.

**Decision Making and Critical Thinking**:Knowledge of the decision-making process and associated tools and techniques; ability to accurately analyze situations and reach productive decisions based on informed judgment.

**Negotiating**: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.

**Relationship Management**
- Ability to build and maintain strong relationships with key stakeholders, including customers, internal Caterpillar supporting teams and Caterpillar Dealers.
- Skilled in navigating complex, cross-functional teams to achieve alignment and foster collaboration.

**Account Management**
- Lead account management on day-to-day activities and provides services and support to existing customers or accounts.
- Participates in orchestrating and coordinating a team sale
- Uses proper resources for the day-to-day support to customers.
- Analyzes the sales history and current activity for a specific account.
- Coordinates with internal support functions to meet unique customer needs.

**Project Management**
- Expertise in leading end-to-end project milestone tracking, including order entry, release, shipping and commissioning startup.
- Proven ability to prioritize tasks, manage competing deadlines, and ensure on-time project deliver.
- Skilled in change order management to adapt to evolving project needs without compromising quality or delivery timelines.
- Relentless attention to detail to ensure contract execution.

**Strategic Planning**
- Proficient in demand forecasting, pipeline management, and resource allocation.
- Skilled in d