North America Sales Director (Energy Services)

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.

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.

From supporting data center infrastructure to ensuring uninterrupted power to hospitals to delivering emergency power during natural disasters, Caterpillar's Electric Power Division (EPD) develops the power solutions our customers need to build a better, more sustainable world.

With over 95 years in the power industry, our dynamic and global team is at the forefront of energy transition. Whether electrifying a mine site or providing power solutions as utilities modernize their infrastructure, our 2000 team members across more than 20 countries deliver world-class expertise to ensure our customers have the capacity and power resiliency they need to achieve their climate-related and operational goals.

Job Summary

Caterpillar have an exciting opportunity for a North American sales director to join our Electric Power Energy Services team. We are looking for a proven sales leader to lead a team of electric power business development experts who help our customers with energy reliability, economics, and sustainability through deployment and management of Distributed Energy Resources (DER). This involves an understanding of large industrials, municipalities & cooperatives, and investor-owned utility customers' needs and designing solutions for them to achieve their desired energy outcome by utilizing our proven portfolio of energy services, including our Cat Active Management Platform (AMP) which is a Distributed Energy Resource Management Software (DERMS). The successful candidate will be comfortable leading a dynamic team to deliver business results in this emerging space and will demonstrate expertise in energy markets and utility programs.

What you will do:

• Lead the sales team to deliver energy solutions sales targets utilizing the breadth of Caterpillar Electric Power's products and services (e.g. coupling our industry leading power optimization and asset monetization technologies with solar, energy storage, natural gas, combined heat and power, renewable fuels, and hydrogen solutions, supported by end-to-end financial and long-term support services).

• Develop a deep understanding of prioritized segments and regions - assimilating market requirements, market trends, customer data - to formulate and implement short and long-term plans required to deliver business and growth plans.

• Manage a diverse team of sales professionals, including setting goals, coaching, and coordinating activities.

• Leverage Caterpillar internal partner and dealer capabilities, industry organizations and regulatory understanding to develop winning customer solutions.

• Develop, negotiate, win, and manage customer contracts in close collaboration with legal services.

• This position requires extensive travel within North America to develop a deep understanding of how to best serve customers.

Basic Qualifications:

• Extensive experience working in the energy industry.

• Recognized as an industry expert externally. Existing relationships in the electric power industry are preferred.

• Proven sales leadership skills in building and managing high performance teams.

• Previous business development or account management experience with a proven record of delivering sales growth.

• Excellent communication and interpersonal skills, business acumen and attention to detail.

What You Will Get:

This is an exciting opportunity to develop new solutions for the changing needs of Electric Power customers through the energy transition. You will help customers increase energy resiliency, reliability and security, monetize assets, and reduce their carbon footprint using Caterpillar's breadth of power technologies like solar, energy storage, natural gas, combined heat and power, renewable fuels, and hydrogen solutions with industry leading power optimization technologies and end to end financial and long-term support services. You will work with a diverse team across the United States and globally to create the future of electric power and build a better, more sustainable world.

Skill Descriptors:

Extensive Leadership Experience: Extensive knowledge of leadership practices, processes and team management processes. Knowledge of effective team building techniques; ability to form and manage effective teams.

• Uses strategies and skills to enlist others in setting, embracing and achieving objectives

• Has a long-term perspective of the future state of things and how to get there.

• Brings projects to closure and ensures capture of what can be learned from the experience.

• Ensures that team members are on board, unified.

Extensive Customer Experience: 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.

• Facilitates creation of the 'right' products and services to resolve customer business issues.

• Fosters strong customer relationships via delivery on commitments, open communication, and on-going feedback/improvement.

• Communicates and models the criticality of customer focus as an organizational strategy.

Extensive Effective Communications Skills: 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.

• Adapts documents and presentations for the intended audience.

• Communicates well downward, upward, and outward.

• Employs appropriate methods of persuasion when soliciting agreement.

Extensive Negotiating Skills: 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.

• Successfully completes significant negotiations, both internal and external.

• Identifies similarities and differences in position and assesses impact on discussions.

• Detects and addresses lack of progress or a stalemate.

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

• 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.

Top Candidates will also have:

• Working Knowledge of Distributed Energy Resource economics, Power Purchase Agreements, and/or Energy project funding mechanisms.

• Understanding of energy, regulatory and business strategies to meet customer energy goals.

• A passion for working with and developing a strong team.

• Previous experience with contract negotiation and risk assessment.

About Caterpillar

Caterpillar Inc. is the world's leading manufacturer of construction and mining equipment, off-highway diesel and natural gas engines, industrial gas turbines and diesel-electric locomotives. For nearly 100 years, we've been helping customers build a better, more sustainable world and are committed and contributing to a reduced-carbon future. Our innovative products and services, backed by our global dealer network, provide exceptional value that helps customers succeed.

Additional Information:

• This position is remote eligible within the US

• This position does not support sponsorship

#remote

Summary Pay Range:

$165,960.00 - $248,880.00

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:

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

_*Subject to annual eligibility and incentive plan guidelines_ .

Relocation is available for this position.

Visa Sponsorship is not available for this position. 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 ~~~/careers.

Posting Dates:

December 17, 2024 - January 1, 2025

Any offer of employment is conditioned upon the successful completion of a drug screen.

EEO/AA Employer. All qualified individuals - Including minorities, females, veterans and individuals with disabilities - are encouraged to apply.

Not ready to apply? Join our Talent Community (~~~) .