Senior Manager Business Development

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.

Cat Digital is the digital and technology arm of Caterpillar Inc., leveraging the latest technologies to build industry leading digital solutions for our customers and dealers. With over 1.5 million connected assets worldwide, our teams use data, technology, advanced analytics, telematics and AI capabilities to help our customers build a better, more sustainable world.

Job Summary

The Senior Manager Business Development is responsible for the overall management of strategic relationships with digital vendors that will provide services to CAT dealers. This position ensures alignment of the vendor with CAT Dealer’s and CAT Digital’s business goals and objectives through supporting vendor evaluation and selection, overseeing vendor relationship and performance and managing vendor risks. This position will work closely with CAT Digital Vendor Management.

Job Related Details

Accountable for vendor management and procurement activities for CAT Digital (>$150M in annual expenditure)

The scope of work is global, across all key functions of CAT Dealer ERP Program

Primary Internal Interface: Managers/Directors/Business Unit Heads

Personnel: 3-5 Cat employees

What You Will Do

The incumbent is responsible for leading all vendor management key activities and play a larger role in directing the work of others. Some of the key responsibilities are as follows:

Developing CAT Dealer ERP System Integrator Strategy

• Translate CAT Digital and CAT Dealer strategy and business needs into strategy.
• Establish policies, standards, processes and templates for working with vendors.
• Develop and refine supplier segmentation frameworks for classifying and prioritizing suppliers.
  
  

Collaborate with internal stakeholders to support sourcing activities

• Coordinate with CAT Digital VMO and FSD Indirect Procurement, business units and other key functions on sourcing methods, vendor evaluation & selection, and negotiation.
• Assist business and functional teams with transition and transformation planning, due diligence and implementation
  
  

Manage vendor relationship

• Develop standard communication policy to convey key decisions, expectations, etc. to suppliers (includes email correspondence, virtual meetings, and site visits).
• Coordinate and conduct senior-level meetings between suppliers and CAT Dealer to ensure strategic alignment.
• Serve as a point of escalation to resolve issues and disputes.
• Partner with strategic vendor to identify development and co-investment opportunities and drive continuous capability improvement.
  
  

Proactively monitor and manage vendor performance and risks

• Identify requirements and define process and tools to monitor supplier performance (scorecards, KPIs, dashboards) and report progress periodically
• Assess and report on vendors’ qualifications and risk, including financial and supply continuity risk (incl. financial, skills, tools, and the use of third parties)
  
  

Strategically managing contract and commercial terms

• Ensure compliance, resolve contract disputes, and prevent savings leakage
• Establish a process and manage team to draft, modify, renew, finalize and/or terminate existing supplier contracts
  
  

Oversee procurement operations

• Oversee the governance of execution and processing of purchase requisition, purchase orders, invoices and receipts
• Oversee the governance of reconciliation of contracts, purchase orders and payments through PO and Invoice matching
  
  

Manage Business Operations talent development

• Provide appropriate support/training to Business Operations organization
• Drive a high-performance culture through performance targets, development plan, engagement strategy and regular performance reviews.
• Hire the right talent for the right roles based on skills and competencies.
  
  

What You Will Have

• Customer & Vendor Focus: 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.
• Negotiating: 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: Knowledge of relationship management techniques; ability to establish and maintain healthy working relationships with clients, vendors, and peers.
• Strategic Thinking: Knowledge of the importance of "big picture" thinking and planning; ability to apply organizational acumen and competitiveness to identify and maintain focus on key success factors for the organization.
  
  

Considerations For Top Candidates

• Experience managing, enforcing and resolving vendor contracts
• Knowledge of vendor management business models to control costs, reduce risks and maximize value
• Understanding of Application Managed Services (AMS)
  
  

Additional Information

• Ability to travel up to 50% travel
  
  

Summary Pay Range

$169,320.00 - $253,920.00

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

Subject to plan eligibility, terms, and guidelines. This is a summary list of benefits.

• Medical, dental, and vision benefits*
• Paid time off plan (Vacation, Holidays, Volunteer, etc.)*
• 401(k) savings plans*
• Health Savings Account (HSA)*
• Flexible Spending Accounts (FSAs)*
• Health Lifestyle Programs*
• Employee Assistance Program*
• Voluntary Benefits and Employee Discounts*
• Career Development*
• Incentive bonus*
• Disability benefits
• Life Insurance
• Parental leave
• Adoption benefits
• Tuition Reimbursement
• These benefits also apply to part-time employees
  
  

Posting Dates

October 13, 2025 - October 19, 2025

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

Caterpillar is an Equal Opportunity Employer, Including Veterans and Individuals with Disabilities. Qualified applicants of any age are encouraged to apply.

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