Sales Manager – Dealer Channel Sales

Job Description

Sales Support Consultant | Caterpillar

The Tone:
This role at Caterpillar, located in Melbourne, involves joining a global team focused on building a better world through sustainable communities. Caterpillar Remanufacturing brings new life to Cat products, offering high-quality solutions that support both business value and a circular economy. This position is vital for driving sales execution and developing the dealer network for Cat Reman, identifying growth opportunities, and aligning commercial strategy with operational execution.

The TL;DR
• Role: Mid-Career
• Location: In-person, Melbourne

• Mission: Drive achievement of the business plan through strong sales execution, dealer network development, and strategic partnerships.

What You’ll Actually Do
• Dealer Strategy: Drive strategic alignment with dealer leadership teams and develop comprehensive Caterpillar dealer strategies and sales action plans to grow overall capability and market share for Cat Reman.
• Sales Leadership: Lead sales execution across the assigned territory by proactively identifying and closing new opportunities with both dealers and independent repair facilities.
• Partnership Building: Build and expand robust relationships with truck dealers and independent repair facilities, establishing strategic partnerships with key accounts to ensure alignment on pricing and availability.
• Market & Inventory Alignment: Identify key market trends and support inventory planning activities to effectively align supply with demand, collaborating on the development and execution of the truck sunset strategy.
• Performance Optimization: Monitor sales metrics and dealer performance for continuous improvement, delivering value-based solutions that directly enhance customer uptime and cost efficiency.

The Must-Haves
• Background: Mid-Career professional with extensive experience in sales execution, dealer network development, and building strategic partnerships. Possesses working knowledge of the construction and commercial trucking industries, understanding dealer networks and aftermarket channels, and awareness of market drivers such as uptime and seasonal demand.
• Experience: Requires extensive experience in customer relationship management, sales execution, business development, and dealer development. Proven ability to coach and develop dealer capabilities, build long-term strategic partnerships, manage a sales pipeline, and consistently drive closures to exceed sales targets.
• Skills:
• Customer Focus (Extensive Experience)
• Sales Execution & Business Development (Extensive Experience)
• Dealer Development & Relationship Management (Extensive Experience)
• Industry Knowledge for Trucking & Construction (Working Knowledge)
• Inventory & Operational Alignment (Working Knowledge)
• Requirements: Must have full working rights in Melbourne and be prepared for significant travel, estimated to be greater than 50% of the time.