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.
Senior Sales Representative
Location: Munich, Germany
Employment Type: Full-time
About the Role
Are you a sales leader who thrives on building strong customer relationships and driving sustainable business growth? Join Caterpillar’s Building Construction Products (BCP) division as a Senior Sales Representative for small and compact equipment, supporting Caterpillar dealers and customers in Germany & Austria. This is more than a sales role – it’s a chance to influence how we deliver value to our customers.
What You Will Do:
Your job duties / responsibilities will include, but are not limited to:
- Dealer Partnership & Business Planning – Collaborate with Zeppelin to market company products and services, develop and execute commercial strategies aligned with Caterpillar’s business objectives, and to strengthen sales capabilities.
- Forecasting & Sales Strategy – Lead the planning and forecasting process, ensuring accuracy and alignment with territory dynamics.
- Performance Management – Conduct regular performance reviews with the dealer, identifying gaps, defining corrective actions, and driving continuous improvement.
- Territory & Product Development – Support new product introductions, merchandising programs, and adoption of digital and aftermarket solutions.
- Business Growth – Identify opportunities to expand industry share and sales, improve customer satisfaction, enhance business relationship and drive long-term value.
- Commercial Leadership – Provide guidance and oversight on business model and act within the business process guidance on review and approval for variance programs and commercial actions.
- Safety & Compliance – Champion Caterpillar’s safety and ethics culture across all engagements.
What You Bring – Skills That Matter
- Customer Focus: Extensive 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.
- Industry Knowledge: Working knowledge of the organization's industry group, trends, directions, major issues, regulatory considerations, and trendsetters; ability to apply industry knowledge appropriately to diverse situations.
- Decision Making and Critical Thinking: Extensive knowledge of the decision-making process and associated tools and techniques; ability to accurately analyze situations and reach productive decisions based on informed judgment.
- 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 behaviours.
- Negotiating: Working 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: Extensive knowledge of relationship management techniques; ability to establish and maintain healthy working relationships with clients, vendors, and peers.
- Business Development: Working knowledge of business development tools, techniques and approaches; ability to explore and develop potential areas of business growth for the organization.
- Value Selling: Extensive 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.
What We Offer:
- Opportunity to work in a global, high-performance organization with strong values and a collaborative culture.
- Competitive compensation aligned with German standards
- Autonomy and accountability in managing your territory and dealer relationships.
- Professional development and growth opportunities within Caterpillar’s commercial organization.
- A role based in Munich, Germany, with flexibility for field travel.
Basic Qualifications:
- Relevant degree or equivalent demonstrated work experience.
- Current & proven track record of success in a (Internal or external) field representative role in construction equipment industry.
- Experience in an industry field representative role
- Demonstrated the ability to work on the complex assignments.
- Readiness to travel extensively (>50%)
- Excellent communication skills in English and German languages.
Top candidates will also have:
- Demonstrated ability to adapt change, creating & leading tactics matching market needs.
- Experience in creating roadmaps with dealers to achieve sustainable growth.
- Understanding of local customer trends / market needs and ability to provide supporting business cases for future product offerings.
- Experience in data analytics, aftermarket and digital.
- Strong experience with sales variance management and Sales & Operations Planning (S&OP).
Additional Information:
A valid work permit or EU-25/EFTA citizenship is required for this position.
Company visa/work permit sponsorship is not available for this opportunity.
No international relocation support will be provided.
Posting Dates:
October 27, 2025 - November 8, 2025
Caterpillar is an Equal Opportunity Employer. Qualified applicants of any age are encouraged to apply
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