Senior Sales Representative at Caterpillar Inc.

Job Summary

We have an exciting opportunity for a Senior Sales Rep to join our team in South Africa!

In this role, you will oversee dealer relationships, promoting our Aftermarket products and services. Additionally, you contribute to enhancing dealers’ sales capabilities.

What you will do:

• Understanding of business model and acting within the business process guidance on review and approval for variance programs and commercial actions.
• Designing and assisting dealers on the forecast, sales/rental/used strategy planning, and sales techniques, supporting the rollout of new products.
• Performing regular sales performance reviews with dealers and ensuring implementation of corrective actions where needed.
• Leading the selling opportunities identification, customer satisfaction improvement and business relationship enhancement

Degree or equivalent experience

• A completed bachelor’s degree in engineering, marketing, or related field.
• 8 – 10 years minimum experience in a similar role, within the industry.
• Prior experience working with dealers across Africa.

Skills you will have:

• Customer 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.
• Industry Knowledge: Knowledge of the organization's industry group, trends, directions, major issues, regulatory considerations, and trendsetters; ability to apply industry knowledge appropriately to diverse situations.
• Decision Making and Critical Thinking: Knowledge of the decision-making process and associated tools and techniques; ability to accurately analyse situations and reach productive decisions based on informed judgment.
• Effective Communications : Understanding of effective communication concepts, tools and techniques; ability to effectively transmit, receive, and accurately interpret ideas, information, and needs through the application of appropriate communication behaviours.
• 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.
• Business Development: Knowledge of business development tools, techniques, and approaches; ability to explore and develop potential areas of business growth for the organization.
• Value Selling: Knowledge of the principles and practices for selling products, technology, and services; ability to provide overall product/service 'value' and to differentiate support offerings that address clearly understood customer needs.

Top candidates will also have:

• Strong commercial and influencing capabilities.
• Demonstrated ability to work independently in a fast-paced environment.
• Previous experience in Aftermarket Sales.
• Knowledge of caterpillar products.

Additional information:

• No Payroll change/ISE/relocation assistance will be provided.
• Travel time: 50% within Africa.