Senior Sales Representative at Caterpillar Inc.

Role Overview:

• As an Industry Representative you will consult with dealers to market Caterpillar products and services and assist in the development of dealer sales capability within the Africa Region.

Job Duties/Responsibilities may include, but are not limited to:

• Deliver comprehensive, integrated solutions that address customer challenges by showcasing the full value of our offerings (“selling the house”) and aligning with their operational objectives.
• Achieve or exceed business plan targets for sales and market share across machines, work tools, and Customer Value Agreements within the assigned territory.
• Manage and optimize the merchandising support budget for your territory to maximize impact and efficiency.
• Collaborate with dealers to develop strategies that enhance customer value propositions, driving both immediate results and long-term partnerships.
• Ensure product availability meets customer and industry needs by guiding dealers on effective demand and supply planning for inventory.
• Support dealers in tender processes by recommending the best combination of products and services to meet requirements, while managing the pipeline to ensure timely delivery.
• Work with dealer and Caterpillar marketing teams to create tailored, cost-effective campaigns that attract new customers and strengthen market presence.
• Contribute to regional retail and marketing strategies to align with overall business objectives.
• Champion safety across the region, promoting best practices and compliance in all activities.
• Maintain a strong understanding of market regulations and certification processes to ensure adherence and support customer compliance.
• Develop deep customer insights through regular site visits, active listening, and industry engagement to deliver relevant, impactful solutions.

NB. The panel cannot make assumptions when shortlisting therefore please demonstrate your qualifications and experience on your CV relevant to the criteria outlined.

Skills and experience.

• Exceptional communication skills in English, both written and verbal.
• In-depth knowledge of Caterpillar products, merchandising programs, and warranty practices and procedures.
• Proven track record of success as an internal or external field representative within the construction equipment industry.
• Ability to collaborate effectively with internal and external stakeholders, while also working independently when required.
• Demonstrated capability to handle complex assignments and deliver results under challenging conditions.
• Strong team player, committed to achieving shared goals and fostering a collaborative work environment.
• Willingness to travel extensively (approximately 50%) within the SADC region.
• Relevant degree or equivalent professional experience demonstrating strong industry knowledge and expertise.
• Experience in retail development and second-level dealer network management is considered an asset.

Top Candidates Will Also Have:

• Proven ability to adapt to change by developing and leading strategies that align with evolving market needs.
• Experience in creating strategic roadmaps with dealers to drive sustainable growth and long-term success.
• Strong understanding of local customer trends and market dynamics, with the ability to build compelling business cases for future product offerings.
• Skilled in delivering foundational product training to dealer sales teams, ensuring knowledge transfer and improved customer engagement.