Ernesto Vargas

Critic
DISC Type : C

Territory Sales Manager at Caterpillar Inc.

Houston, Texas, United States

Overview

Ernesto is a Sales Manager at Goltens, specializing in driving revenue growth across the power, marine, and oil & gas sectors in the Americas. A graduate of Eckerd College, he is renowned for penetrating new markets, negotiating high-value agreements, and his deep technical expertise in power plants and marine propulsion systems.

Personality Overview

Precise

ROI Driven

Critic

They enjoy working alone and do not rely on others very often.  They prefer to do logical analysis and value evidence over emotions. It is very likely that they will negotiate pricing or other important terms.

Topics They Care About

New Market Penetration
Has a track record of opening new markets in the Caribbean and South America, establishing sales agents and building a customer base from the ground up.
Technical Sales Strategy
Leverages deep knowledge of reciprocating engines and power plants to deliver tailored solutions and secure multi-million dollar contracts for technical services and equipment.
Long-Term Partnerships
Focuses on building sustainable revenue by securing master service agreements with municipal utilities and negotiating long-term contracts with major clients.

Media Appearances

Ernesto has no verified media appearances

Work History

5-2025
Territory Sales Manager at Caterpillar Inc.
5-2023 - 5-2025
Sales Manager - Stationary Power at Goltens Worldwide
11-2012 - 5-2023
Sales Representative at SECO GmbH
10-2004 - 10-2012
Account Manager at Wartsila Dominicana, SRL

Education

Bachelor in Liberal Arts from Eckerd College
High School Diploma from Colegio Bilingue New Horizons

More Information

Social Presence :

Prographics :

Exp : 21 Location : Houston, Texas, United States Job Level : Middle Designation : Territory Sales Manager at Caterpillar Inc.
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Insights For Selling To Ernesto

During A Call Or A Meeting

DO's

  • Don’t forget to mention how you compare to competition on both features and pricing
  • Keep some extra margin while sharing pricing, they are likely to negotiate later
  • If you can, show them industry reports or analyst comments instead of sharing anecdotal stories

DONT's

  • Don't give superficial answers, they are easily rattled by them
  • Don’t try too hard to build a relationship with them
  • Avoid pushing them too much to involve other stakeholders unless it is critical

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Ernesto is

  • Strong evidence of ROI, effective pricing, and proven data points matter the most to them.
  • Will you ever get a clear answer from Ernesto

  • It is not very hard for them to say no if they are not convinced about the decision.

Insights For Deal Planning

    How fast (or slow) will Ernesto move?

  • Their decision-making is neither very fast nor very slow, they are somewhere in between.
  • Can Ernesto take some risk or not?

  • They can take risks if their analysis shows that it would be worth it.

You And Ernesto

Personality Compatibility


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