Senior Sales Manager - Mining at Caterpillar Inc.

Tucson, Arizona, United States

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Not SpecifiedCompensation

Senior (5 to 8 years), Expert & Leadership (9+ years)Experience Level

Full TimeJob Type

UnknownVisa

Mining, Heavy MachineryIndustries

Requirements

Technical Excellence: Knowledge of mining applications, with underground mining experience considered an advantage
Previous experience in marketing, distribution, product support, field operations, supervisory roles, and/or direct sales
Value Selling: Strong sales skills to deliver customer value and prioritize high-impact deals
Act as the team’s orchestrator—providing clear direction, aligning efforts, and driving success
Customer Focus: Deep understanding of mining industry customer needs and operational challenges. Ability to align business decisions with customer satisfaction as a primary consideration and leverage insights to create customized solutions
Products and Services: Knowledge of mining equipment, technology, and related services. Skilled at applying product and service expertise to diverse mining environments. Coaches team members on product positioning and solution selling to maximize impact
Decision Making and Critical Thinking: Proven ability to analyze complex sales situations, evaluate risks and opportunities, and make informed decisions that optimize deal prioritization and profitability. Provides direction and clarity to the team, ensuring decisions align with business objectives

Responsibilities

Lead a global team of 7 Product Application Specialists, ensuring alignment, innovation, and excellence in customer interactions
Act as the go-to authority for global application expertise, guiding Caterpillar field teams, dealers, and customers
Ensure optimal machine selection and configuration through Total Cost of Ownership (TCO) analysis, competitive benchmarking, and production studies
Drive profitability by balancing volume and price realization, serving as the Price/Value consultant for major deals
Own technical product sales content, including value proposition materials and training programs for regional teams
Champion the Voice of the Customer, translating insights into actionable product requirements
Host customer visits, deliver impactful presentations, and lead machine walkarounds
Support the development of go-to-market strategies and the launch of new products globally
Support the definition of product roadmaps and multi-generational product plans (MGPP)
Act as NPI Gateway Steward—overseeing financials, Go to Market (GTM) deliverables, and pilot machine placements
Inspire and guide the team to ensure customers receive the right machine for the right application—every time

Skills

Sales Management

Team Leadership

Value Selling

Total Cost of Ownership Analysis

Product Application

Mining Equipment

Customer Support

Market Development

Price Negotiation

Technical Sales

Competitive Benchmarking

Production Studies

Caterpillar Inc.

Manufactures heavy machinery for various industries

About Caterpillar Inc.

Caterpillar Inc. designs and manufactures heavy machinery and equipment for industries such as construction, mining, energy, and rail. Their products include a wide range of machinery and engines that help clients complete large-scale projects. Caterpillar's equipment works by providing powerful tools that can perform tasks like digging, lifting, and transporting materials. What sets Caterpillar apart from its competitors is its strong aftermarket support, which includes maintenance and repair services, ensuring that their machinery remains efficient and reliable over time. The company's goal is to deliver high-quality products while also focusing on sustainability and community development through initiatives that improve education and reduce poverty.

Irving, TexasHeadquarters

1925Year Founded

$143.5KTotal Funding

IPOCompany Stage

Industrial & Manufacturing, Social Impact, AI & Machine LearningIndustries

10,001+Employees

Benefits

Annual incentive bonus plan

Medical, dental, and vision coverage

Paid time off plan (Vacation, Holiday, Volunteer, Etc.)

401k savings plan

Health savings account (HSA)

Flexible spending accounts (FSAs)

Disability benefits

Life Insurance

Parental leave

Healthy Lifestyle Programs

Employee Assistance Programs

Voluntary Benefits and Employee Discounts

Tuition Reimbursement

Career Development

Risks

Closure of Aurora office may impact regional economy and Caterpillar's reputation.

Partnership with Anti Social Social Club could dilute Caterpillar's industrial brand focus.

Advanced technology in Cat D8 dozer may face resistance from traditional customers.

Differentiation

Caterpillar's century-long history underscores its reliability and industry leadership.

The company integrates AI and IoT to enhance machinery performance and customer satisfaction.

Caterpillar's strong aftermarket services ensure product longevity and operational efficiency.

Upsides

Growing demand for autonomous equipment boosts Caterpillar's innovation in heavy machinery.

Expansion of 5G networks enhances Caterpillar's remote operation capabilities, improving safety.

Caterpillar's commitment to sustainability aligns with the global shift towards eco-friendly practices.

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