Aftermarket Sales Rep- Africa at Caterpillar Inc.

Role Summary:

• As the Aftermarket Services Sales Representative, you will be responsible for driving the growth of the BCP Parts and Services business across Africa, with a strong focus on Southern Africa.
• In this role, you will lead and manage dealer relationships to effectively market Caterpillar (CAT) parts and services. You will also support the development of dealer sales capabilities, with an emphasis on reaching and serving small contractor segments.
• Working in close collaboration with internal teams and dealer partners, you will play a key role in executing growth strategies and achieving business targets across the region.

Your responsibilities as part of the team

• Understand the (South) African small contractor customer requirements regarding parts and services, including the specific competitive landscape. Understand how customers want to be interacted with, and determine dormant customer activation and active customer upsell approaches
• Deliver year‑over‑year growth targets for BCP Parts STU, (dormant) small contractor customer activation, Customer Value Agreement growth
• Conduct regular sales performance reviews with dealers and ensure corrective actions are implemented where required.
• Lead the identification of selling opportunities, drive customer satisfaction improvements, and strengthen business relationships.
• Deploy an effectively coordinated Services sales channel approach with the dealers
• Actively support innovation for incremental business growth (e.g. Cat Compact, AI solutions, digital platforms and campaigns)

Skills For Your Successful Assignment:

• 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.
• Negotiating: Knowledge of successful negotiation concepts and techniques; ability to negotiate successfully across the organization in a constructive and collaborative manner.
• Relationship Management: ability to establish and maintain healthy working relationships with clients, dealers, and peers.
• Interpersonal and Communication skills: Understanding of effective communication concepts, tools and techniques; ability to effectively transmit, receive, and accurately interpret ideas, information, and needs. Demonstrated ability to earn trust and drive change with all hierarchy levels at dealers and CAT
• 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 crystalize and formulate the overall service 'value' and to differentiate offerings that address clearly understood customer needs

Your profile – what will put you forward

• A completed Business or Engineering degree
• 5+ years in aftermarket services sales experience, within the heavy machinery industry
• Experience in generating new business through commercial relationship management, market analysis, and a consultative approach
• Solid experience in business analysis, supporting strategic decision-making
• Track record of influencing stakeholders in matrix organizational environments
• Experience in working with dealers as this role requires dealer influencing and support in execution

Top Candidates will also have:

• Proficiency in English, and at least one other language is a plus (Chinese, French, Arabic and one of the local African languages)
• Experience in working with dealers as this role requires dealer influencing and support in execution