Job Information

Caterpillar, Inc. Director of Sales & Business Development in Schertz, Texas

Career Area:

Marketing / Sales / Product Support

Job Description:


The Director, Sales, Business Development and Marketing is responsible for advancing the sales of products and services into military, defense, and national government related markets on a global scale. This role will contribute to developing a sales roadmap for defense applications using the company’s core competencies and asset base, serve as an evangelist for products and services in defense related circles, evaluate and contribute to North American and international market sales, and work with other corporate product leaders to expand core product competencies into defense niche applications and technologies, where profitable. JOB RELATED STATISTICS:

Annual Sales: $500m – $2B

Direct Reports: 6

Total Employees: 40


This role is responsible for developing and executing a business strategy focused on military and non-military government procurement agencies and decision makers. He/she will develop and execute an organizational strategy combining both regional and country specific sales professionals required to drive a strategy that meets annual and long-term business objectives. This position will Leverage strategic understanding of the defense industry and operational needs of US and International militaries to drive organizational development and continuous growth within the Caterpillar Defense organization. Define, develop and implement appropriate sales processes to pursue and support increased penetration and growth within the Global defense industry. Define and develop strategies leading to improved awareness of Caterpillar Defense capabilities and technologies within the Global defense industry to drive growth through direct sales as well as military focused original equipment manufacturers.

Works closely with the team to influence and track Congressional, DOD, and Administration budget and policy initiatives that will impact the company and/or open opportunities. This role will also work with the company’s global network of executives and dealers to similarly track budgets, civilian and military initiatives, regional priorities, and in country company representatives to promote sales.

Brings a strong understanding of defense sales, contracting, and administration and use this knowledge to maintain the company’s compliance with all laws and regulations [domestic and foreign] as the defense segment grows, providing higher levels of value-add and technology, and becoming a more visible defense supplier and player.

Work with similar government agencies across the globe to track military programs, promote the company’s solutions, and assist with the development of financing programs to facilitate sales.

Establish/solidify relationships with the defense industry including all branches of the U.S. military, various national research and procurement agencies, The Department of Homeland Security, and numerous international customers.

Develop and execute business plans, budgets, and annual performance targets for the global military/defense market.

Work with international corporate product groups, including the company’s significant operations in Europe, and international distribution to grow sales with current product lines.

Support current and future product line sales strategies, sales teams, and existing customers.

Contribute to market/geographic segmentation analysis and identify opportunities to diversify customer base.

Provide defense market analysis to guide new product, technology and service offerings.

Evaluate new, adjacent, and white space opportunities and advise/recommend potential solutions and investment.

Work with colleagues in the company’s governmental relations team to monitor and track Congressional budget activities and US DOD and administration priorities.

Travel to customers, specialty trade shows, and dealers to understand/promote the company’s operations, value proposition, technology, and competitive edge.

Communicate market intelligence and voice of customer to influence investment in innovative product and solution strategies; and,

Build, retain and lead a small team of global professionals, develop and mentor capabilities, challenge, and change when required.

Employee may also be responsible for performing other job duties occasionally as assigned.

Further job duties include, but are not limited to:

  • Plays a key role in establishing a vision and strategy for Sales Effectiveness and Business Development. Ensure alignment with corporate strategy, global and regional market initiatives and work team's tactical work plans.

  • Develop and administer annual business plans and operating budgets to support achievement of strategic objectives.

  • Recruit and develop a highly competent team of industry experts.

  • Oversee the development and implementation of Sales Effectiveness Program. Ensure resources are in place to deliver at highly professional quality levels.

  • Establish and administer metrics to track program performance and progress.

  • Communicate progress and team accomplishments throughout the division and, as appropriate, throughout Cat worldwide.

  • This position is responsible for direct supervision of a multicultural team on a global basis, requiring a very high degree of cultural sensitivity and understanding, best achieved through an open-minded temperament, and

  • previous experience in foreign assignments.

Frequent travel required: 50% to 75%

Employee may also be responsible for performing other job duties occasionally as assigned.


Ideally candidates should have a thorough knowledge of company products and product applications. This position requires a proven performance record in delivering results, working independently, influencing others (both internally and externally) and strong background in Caterpillar or extensive Defense and/or Military experience. Industry experience, Strong analytical, technical and project management skills are required as is the ability to communicate complex technical issues to all levels of the organization. 20 + years of progressively responsible job-related experience is desired. Excellent interpersonal skills are required in order to deal with sensitive issues and to communicate with internal and external senior management. Due to the sensitive nature of the policies debated, the incumbent must have ability to motivate others, lead negotiations on controversial issues or in an adversarial setting, and to persuade groups of people to accept change.

Caterpillar is an EEO/AA Employer. All qualified individuals – including minorities, females, veterans and individuals with disabilities – are encouraged to apply.

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

There’s more to work at Caterpillar than just the work itself. We hire smart, friendly people and it shows in our culture. We hold ourselves to high standards and make sure our values of integrity, excellence, teamwork, commitment and sustainability come to life in the way we work. We make sure our employees feel continuously challenged while also supported. We provide professional growth opportunities, including leadership programs. We celebrate the diversity of our team, while also working together as one Caterpillar.

Our culture, like everything at our company, is made possible by each employee’s contribution. Person by person, we create the environment we work in, and we are proud of the Caterpillar we’ve built.