Industrial Engine Support Sales Representative

Description

Join the Carolina Cat Team

As a family-owned company under our fourth generation of leadership, we have built our business based on the principles of trust, integrity, and a desire to help our customers and employees succeed.

Since 1926, we’ve supported our communities by supplying equipment for critical infrastructure and commerce and by donating our time and resources to area nonprofits. We make smart investments in our company and continuously improve as part of our vision to be a trailblazing company that’s built to last.

We’re looking for hard-working, team-oriented professionals who enjoy working on new challenges every day. We believe our employees are the key to our success, and we’re committed to providing a work experience that helps our team grow to their full potential.

Collectively, our employees work together to make a difference for our customers, our communities, and our company. Learn more about what it means to become a team member with Carolina Cat.

Summary

The Industrial Engine Support Sales Representative is responsible for achieving parts, service, repair, and maintenance sales objectives for industrial engine customers within an assigned territory. This position develops and maintains customer relationships, identifies new business opportunities, and promotes aftermarket support solutions that maximize equipment reliability, performance, and lifecycle value.

The representative serves as a trusted advisor to customers by providing technical recommendations, coordinating service solutions, developing quotations, and supporting the execution of maintenance, repair, overhaul, and customer support programs. The role works closely with service operations, parts personnel, estimators, project managers, and internal sales teams to ensure customer requirements are met efficiently and professionally.

Essential Functions

• Develop and maintain strong relationships with industrial engine customers throughout the assigned territory.
• Promote and sell product support offerings including preventative maintenance programs, inspections, repairs, overhauls, Customer Value Agreements (CVAs), emergency service support, parts sales, and long-term maintenance contracts.
• Identify new revenue opportunities through proactive customer engagement, fleet analysis, equipment population reviews, and market development activities.
• Conduct customer site visits to evaluate equipment condition, identify service opportunities, and recommend appropriate solutions.
• Manage assigned territory utilizing company CRM and sales management tools to identify opportunities and maintain accurate customer and equipment information.
• Coordinate with service personnel, estimators, parts departments, and operations teams to develop accurate repair and maintenance proposals.
• Assist customers in planning maintenance strategies that improve equipment uptime, reliability, safety, and operating efficiency.
• Generate and present quotations for parts, labor, field service, and overhaul opportunities using approved company systems and processes.
• Maintain communication between customers and internal departments to ensure work is delivered as quoted, scheduled, and completed to customer expectations.
• Support Customer Value Agreement renewals, VisionLink Connectivity, and promote Extended Service Coverage (ESC) opportunities.
• Develop account plans and business strategies designed to expand customer relationships and increase aftermarket sales penetration.
• Maintain professional relationships with Caterpillar representatives, vendors, and industry partners as needed to support customer solutions.
• Document customer interactions, sales activities, forecasts, visit reports, and opportunity pipelines in company systems.
• Participate in sales meetings, training programs, and continuous improvement initiatives.
• Digital monitoring/telematics opportunity identification.
• Provide occasional after-hours, weekend, or emergency customer support when required.
• Perform other duties as assigned.

Supervisory Responsibilities

This job has no supervisory responsibilities.

Qualifications

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable qualifying individuals to perform the essential functions.

Education and/or Experience

• Bachelor's degree, technical degree, engineering degree, or equivalent combination of education and relevant experience preferred.
• Minimum five years of experience with industrial engines, power systems, heavy equipment, marine propulsion, oil and gas engines, or similar mechanical equipment.
• Previous experience in aftermarket sales, service operations, product support, estimating, project management, or customer account management preferred.
• Working knowledge of diesel and natural gas engines, cooling systems, fuel systems, air systems, exhaust systems, engine controls, and related support systems.
• Experience developing quotations, maintenance plans, or repair recommendations is preferred.
• Knowledge of service operations, maintenance practices, and customer support agreements is highly desirable.

Knowledge, Skills, and Abilities

• Strong consultative sales and business development skills.
• Excellent customer relationship management capabilities.
• Strong communication, presentation, listening, and negotiation skills.
• Ability to discuss technical aspects of industrial engines and related systems with customers and technicians.
• Strong project management and organizational skills.
• Ability to analyze equipment conditions and identify revenue-generating service opportunities.
• Demonstrated problem-solving and conflict-resolution abilities.
• Ability to manage multiple projects and priorities simultaneously.
• Strong attention to detail and commitment to follow-through.
• High level of integrity, professionalism, and customer focus.
• Power generation, oil & gas, and industrial engine application knowledge
• Ability to work independently while collaborating effectively across departments.
• Proficiency with CRM systems, Microsoft Office applications, quoting platforms, and business systems.

Computer Skills

• Microsoft Office Suite
• CRM/Sales Management Systems
• Quoting and Service Management Platforms
• Database and business management systems

Workplace Requirements

The physical demands and work environment described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Physical Demands

While performing the duties of this Job, the employee is regularly required to stand; walk; use hands to finger, handle, or feel; reach with hands and arms and talk or hear. The employee is frequently required to sit. The employee must frequently lift, carry, push, pull and /or otherwise move up to 25 pounds. Specific vision abilities required by this job include close vision, distance vision, peripheral vision, depth perception and ability to adjust focus.

Work Environment

While performing the duties of this Job, depending on site location, the employee may be exposed to moving mechanical parts and equipment. The employee may occasionally be exposed to high, precarious places, fumes or airborne particles; outside weather conditions and vibration. The employee may occasionally be exposed to wet and/or humid conditions; toxic or caustic chemicals; extreme cold; extreme heat and risk of electrical shock. The noise level in some work environments is occasionally loud.

We are an Equal Opportunity Employer

We require all employees to treat all our employees and candidates as equals. All personnel actions are conducted in the spirit of equal employment. We’re committed to recruit, train, promote and retain associates without regard to race, color, religion, gender, gender identification and expression, national origin, marital status, age, disability, genetic information, military status, sexual orientation or any other characteristic protected by applicable local, state or federal laws.

#CarolinaCAT

EEO/AA Employer. All qualified individuals are encouraged to apply.