Job Description

Career Area: Marketing / Sales / Product Support

:

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.

Job Purpose:

The role is accountable for growing Caterpillar Large Electric Power business by counselling dealers to be aware and utilize the Electric generation market opportunities and increase sales of Caterpillar Large Electric Generation Products by developing correct solutions, both technically and commercially in order to meet the needs of the customers within assigned territory. Assignments are complex, challenging and lend themselves to strategic decisions.

Primary roles of the incumbent include:

• Counselling dealers in developing sales strategy planning, forecast and sales techniques including value selling and complete package/increased scope.
• Promoting strategies and plan to improve dealer effectiveness on identifying and capitalizing potential market opportunities for increasing sales while maximizing price realization.
• Advising dealers on information systems including identifying and communicating value and shortcomings of systems to Caterpillar and other dealers.
• Counselling dealers in developing increased human performance capability such as assessing.
• Identifying and implementing performance gap solutions.
• Advising on existing and potential customer service issues and improvement measures by analyzing and reporting on commercial impact of product problems.
• Consulting with dealers on process improvement methods.
• Assisting with process evaluation and encouraging dealer participation in Caterpillar improvement programs.
• Assisting dealers in business planning including counselling dealers on and recommending changes to facilities, tooling, systems and counselling dealer on long-term strategies and alignment with Caterpillar strategies.
• Overseeing and promoting programs that increase sales while maintaining price realization and profit margins.
• Challenges include developing and meeting expectations in delivering results.
• Considering and recommending alternative courses of actions.
• Making timely decisions and developing greater communication skills.
• Develop and maintain a strong and long-term relationship as a partner with assigned dealers plus key opinion and decision makers/leaders/contacts and other relevant parties.
• Capability to collaborate with dealers to ensure that technical and commercial packages incorporate system integration using Caterpillar products and solutions. This will include additional non-CAT items from our suppliers/contractors and supply to the dealers and/or customers if needed.
• Capability to technically collaborate with the Technical Sales Engineers/Dealers to analyze and determine the optimum technical concept solution for key DTO project applications and provide this service in an early phase together with our clients to facilitate the selling of the full Caterpillar engine and system integration package solution through our dealers.
• Mandate to negotiate sales variances and terms of sales with dealers in accordance with the company policy and guidelines given by the Regional Sales Manager.
• Collaborate closely with the Product teams on developing new products, rental, and services for our customers.
• Key decision making both technically and commercially.
• Develop and maintain Caterpillar's image and brand positioning in accordance with Caterpillar's global standards.
• Prepare forecast & budget in close cooperation with Regional Sales Manager.
• Analyze market research & customer survey.
• Be active in gathering information about market activities and be aware of all the market opportunity.
• Serve as a day-to-day advisor and coach to the dealers.

Minimum Requirements:

• A completed qualification in Engineering or a similar field.
• A minimum of 6-8-year prior experience preferably within the electric power industry.
• Prior experience in Aftermarket and Rental sales business.
• The incumbent must have high leadership skills and be results orientated. (i.e., responsible, high drive, takes initiative etc.).

• Experience in selling gensets and services.
• 50% travel required In the Southern African region.

Additional Information:
Please frequently check the email associated with your application, including the junk/spam folder, as this is the primary correspondence method. If you wish to know the status of your application - please use the candidate log-in on our career website as it will reflect any updates to your status.

Caterpillar is an Equal Opportunity Employer and considers applicants for all positions without regard to race, colour, religion or belief, sex, age, national origin, citizenship status, marital status, military/veteran status, genetic information, sexual orientation, gender identity, physical or mental disability or any other characteristic protected by applicable laws.

Caterpillar is committed to creating a dynamic work environment that values diversity and inclusion, respect and integrity, customer focus, and innovation. For more information, visit

Follow us on Twitter, Facebook, LinkedIn, and YouTube.

Caterpillar is an Equal Opportunity Employer (EEO).

Not ready to apply? Submit your information to our Talent Network .

Caterpillar