Application Guide

How to Apply for CAT District Sales Manager - West & Midwest

at Oshkosh Corporation

🏢 About Oshkosh Corporation

Oshkosh Corporation is a global leader in innovative industrial technology, dedicated to enhancing safety and resilience in communities worldwide. As the parent company of JLG, it has a rich history of pioneering access solutions since 1969, making it an ideal place for those who value innovation and want to make a tangible impact on construction safety.

About This Role

As a CAT District Sales Manager for the West & Midwest territories, you will drive sales growth and market penetration for JLG's portfolio of access equipment. You'll be responsible for implementing sales and marketing plans, managing branch operations, and building strong relationships with Cat dealers, directly impacting the company's success in these key regions.

💡 A Day in the Life

A typical day might start with checking emails and reviewing sales data, then driving to meet with a CAT dealer to discuss quarterly targets and provide product training. Afternoons could involve analyzing market trends to update your business plan or hosting a virtual sales meeting with your team, with frequent travel to customer sites and branch locations across your territory.

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🎯 Who Oshkosh Corporation Is Looking For

  • Proven track record in B2B sales, preferably in heavy equipment, construction, or industrial sectors, with at least 5 years of experience.
  • Strong understanding of dealer distribution networks and experience managing sales territories, ideally with Caterpillar (CAT) dealers.
  • Excellent analytical skills to interpret market trends, sales data, and forecasts to inform strategic decisions.
  • Exceptional communication and interpersonal skills to build relationships with internal teams, dealers, and customers, and to provide clear reporting.
  • Self-motivated and able to thrive in a remote work environment, with willingness to travel extensively within the West and Midwest territories.

📝 Tips for Applying to Oshkosh Corporation

1

Highlight any experience with Caterpillar products or dealer networks, as this role is titled 'CAT District Sales Manager' and likely involves close collaboration with Cat dealers.

2

Quantify your sales achievements in your resume, such as percentage growth in territory revenue or market share, to demonstrate your impact.

3

Research JLG's product line (e.g., boom lifts, scissor lifts, telehandlers) and mention specific models or solutions in your cover letter to show genuine interest.

4

Emphasize your familiarity with remote work and your ability to manage a large territory independently, as the role is remote and covers multiple states.

5

Tailor your resume to include keywords from the job description, such as 'business planning', 'sales forecasts', and 'market trends', to pass ATS screening.

✉️ What to Emphasize in Your Cover Letter

["Your understanding of the access equipment industry and JLG's market position, and how your experience aligns with their commitment to safety and innovation.", "Specific examples of how you've successfully managed dealer relationships and exceeded sales targets in a similar territory or product line.", 'Your strategic approach to developing business plans and analyzing market trends to drive growth, demonstrating your ability to contribute from day one.', 'Your enthusiasm for the remote nature of the role and your strategies for staying connected with customers and internal teams across a large geographic area.']

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🔍 Research Before Applying

To stand out, make sure you've researched:

  • → Research JLG's history, its parent company Oshkosh, and their recent innovations or acquisitions to understand their strategic direction.
  • → Look into Caterpillar's dealer network and how JLG partners with them, as this role is specifically tied to CAT distribution.
  • → Review industry trends in construction and access equipment, such as the shift towards electric and autonomous machines, to speak to current challenges.
  • → Check out JLG's website for customer testimonials or case studies to understand the value proposition they offer to dealers and end-users.

💬 Prepare for These Interview Topics

Based on this role, you may be asked about:

1 How would you approach building relationships with existing CAT dealers in your territory to increase sales of JLG equipment?
2 Describe a time you analyzed market trends to adjust your sales strategy. What was the outcome?
3 How do you prioritize your time when managing a large territory with multiple accounts and travel requirements?
4 What do you know about JLG's product line and how it compares to competitors like Genie or Skyjack?
5 How do you handle underperforming branches or dealers to turn around sales results?
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⚠️ Common Mistakes to Avoid

  • Don't submit a generic resume or cover letter that doesn't reference JLG, Oshkosh, or the access equipment industry.
  • Avoid focusing only on your past achievements without connecting them to how you can solve JLG's specific challenges in the West and Midwest territories.
  • Don't underestimate the importance of dealer management experience; ensure you clearly articulate your experience working with distributors or dealers, especially if you have CAT experience.
  • Don't ignore the remote aspect; be prepared to discuss your home office setup and time management strategies if asked.

📅 Application Timeline

This position is open until filled. However, we recommend applying as soon as possible as roles at mission-driven organizations tend to fill quickly.

Typical hiring timeline:

1

Application Review

1-2 weeks

2

Initial Screening

Phone call or written assessment

3

Interviews

1-2 rounds, usually virtual

✓

Offer

Congratulations!

Ready to Apply?

Good luck with your application to Oshkosh Corporation!

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