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Career Area:

Sales

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:

As the Manager Business Development for North and South America in the Electric Power Division, you will be out in front of the industry working directly with our end use customers to understand their needs, propose solutions to challenges they didn’t anticipate and develop energy outcomes to serve their future power needs.

In this role, together with your team and the wider electric power organization, you will be responsible for driving incremental volume in the prime power generation space.  Whether it’s CHP (Combined Heat and Power), Utility Capacity (Bridge to Grid), Biogas, Mine Site Electrification or another industry that needs reliable power, you and your team will be there to support and fuel the growth.  Your team will include business development managers in LATAM and Industry consultants in both North and South America.

What you will do:

+ Work closely with our customers to develop integrated customer offerings, anticipating and meeting their energy needs.

+ Grow relationships with key accounts to secure long term agreements on generator set demand.

+ Supervising, coaching and coordinating the daily activities of staff engaged in promoting and selling energy outcomes to key accounts.

+ Managing and directing a sales force to achieve sales and profit goals; determining discount rates and driving profitable growth.

+ Inspire, motivate and develop the business development team.  Driving a culture of collaboration and growth mindset.

+ Develop and secure Customer Value Agreement growth with all customer solutions.

+ Deliver business plan and market share targets for the company products in a given industry segment or market.

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.

+ Facilitates creation of the 'right' solutions and services to resolve customer energy needs.

Industry Knowledge:

+ Prior experience working with switchgear, Cat Solutions, gas and diesel generator sets.

+ Demonstrates current knowledge of the regulatory environment for industry segment.

+ Ability to guide and advice customers with appropriate solution.

+ Prior Electric Power field or account management experience.

+ Currently works with a major industry segment and associated functions and features.

**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.

Level Working Knowledge:

+ Applies an assigned technique for critical thinking in a decision-making process.

+ Identifies, obtains, and organizes relevant data and ideas.

+ Participates in documenting data, ideas, players, stakeholders, and processes.

+ Recognizes, clarifies, and prioritizes concerns.

+ Assists in assessing risks, benefits and consideration of alternatives.

**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 Extensive Experience:

+ Reviews others' writing or presentations and provides feedback and coaching.

+ Adapts documents and presentations for the intended audience.

+ Demonstrates both empathy and assertiveness when communicating a need or defending a position.

+ Communicates well downward, upward, and outward.

+ Employs appropriate methods of persuasion when soliciting agreement.

+ Maintains focus on the topic at hand.

**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.

Level Working Knowledge:

+ Focuses on issues rather than personalities.

+ Uses active listening and probing techniques to surface problems, issues, and interests.

+ Demonstrates a willingness to examine own position.

+ Presents own position and listens attentively to position of others.

+ Prior experience negotiating and closing customer framework agreements.

+ Protects own position, while demonstrating willingness to achieve win-win.

+ Demonstrated ability to execute and lead a growth strategy.

**Relationship Management:** Knowledge of relationship management techniques; ability to establish and maintain healthy working relationships with clients, vendors, and peers.

Level Extensive Experience:

+ Communicates to clients regarding expectations of all parties.

+ Participates in negotiating the terms of the business relationship.

+ Conducts periodic reviews of work effort, progress, issues, and successes.

+ Maintains productive, long-term relationships with clients or vendors.

+ Creates opportunities to educate support teams on client priorities.

+ Empowers others to establish collaborative, healthy relationships.

+ Prior supervisory experience is preferred.

**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.

Business Development:

+ Teaches others about a variety of tools and techniques for evaluating market potential.

+ Develops standard processes to maximize business efficiency and effectiveness.

+ Coaches’ others on the design and implementation of campaigns to present products to new markets.

+ Develops strategies to present new business ideas to small and large perspective business partners.

Additional Information:

+ This position is located in Dallas, TX.

+ Domestic and international travel up to 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

\#LI

Summary Pay Range:

$156,000.00 - $234,000.00

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:

November 5, 2025 - November 19, 2025

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.

Not ready to apply? Join our Talent Community (http://flows.beamery.com/caterpillarinc/talcom) .