territory manager latam

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.

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What you will do:
Use communication, negotiation and relationship skills as a sales liaison among dealers, customers and other Caterpillar personnel, to make plans and execution of LEPS (Large Electric Power Division) sales, distribution and marketing, to drive action in order to achieve all Annual Business Plan targets. Challenges include meeting expectations in delivering results, considering alternative courses of action to generate sales leads, participation and closure of sales, making timely decisions related to business and dealer distribution management and developing greater communication skills internally and externally.

• Counseling dealers in developing increased human performance capability (such as sales force training, capability, guidance and coaching).
• Providing guidance on existing and potential customer service issues (product support and commercial solutions) and improvement measures within industry aftermarket opportunities (Maintenance Contracts, parts & connectivity, total solutions offer).
• Assisting dealers on forecast, sales/rental/used strategy planning and sales techniques.
• Supporting rollout of new products (e.g., products, parts, customer service agreements, other service products).
• Analyzing and communicating marketplace and competitive activity to Caterpillar personnel and dealers.
• Analyzing product application, configuration, and utilization that provide the best solution for a customer.
• Assisting dealers with business planning within generator sets & switchgears industry products.
• Helping to create and promote programs that increase sales while maximizing price realization and, consequently, profit.

Understand customer/dealer market needs and build an understanding of how and why decisions are made within your work group and organization. You will be responsible for applying those decisions to support and develop product sales, dealer effectiveness, overall segment growth, process improvement, sales management process improvement, etc. You will continue to learn to apply knowledge of products, technology, industry, etc., in support of Caterpillar, dealer and customer expectations and needs. Besides continuing to develop required proficiency level in the specified foundation competencies and skills related to the job.

What you 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.
• Decision Making and Critical Thinking: Knowledge of the decision-making process and associated tools and techniques. Applies an assigned technique for critical thinking in a decision-making process.
• Relationship Management: Knowledge of relationship management techniques. Provides prompt and effective responses to client requests and interactions.
• Business Development: Knowledge of business development tools, techniques and approaches; ability to explore and develop potential areas of business growth for the organization.
• Value Selling: Knowledge of the principles and practices for selling products, technology and services. Uses 'value selling' techniques to successfully engage customers.

Basic Requirements:

• Bachelors degree
• Experience working with dealers and customers on Electric Power product sales, aftersales, solutions and/or product support.
• Pre-Advanced English

Top candidates will also have:

• Bachelors in Electrical Engineering, Mechanical Engineering, Industrial Engineering, Marketing, or International Business (Foreign Trade)
• Pre-advanced Portuguese
• Generator sets (Diesel and Gas) product experience
• Power Generation Services & Aftermarket experience
• Switchgears/transfer switches product and aftermarket experience
• Product support (parts and contracts), aftermarket sales, or marketing experience
• Previous leadership experience

Additional Information:

• Travel required up to 50 PERCENT
• This position will be allocated in any Cat office (5 days in the week).

#LI

Posting Dates:
August 11, August 24, 2025

Caterpillar is an Equal Opportunity Employer. Qualified applicants of any age are encouraged to apply.
Not ready to apply? Join our Talent Community.

Locations:
PANAMA, PANAM, PANAMA