Technology Sales Representative (Africa & Middle East)

Career Area:

Job Description:

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.

The daily lives of our customers go way beyond the machine. Technology solutions are now a key part of making operations safer and more productive, and we want to be the customer’s leading brand in this journey. The Construction Industries technology portfolio includes but is not limited to: Cat Grade (grade control), VisionLink (equipment management & productivity), CAT Command (remote control machines), & Detect (safety solutions).

We have an exciting opportunity for a Technology Sales Representative (Africa & Middle East).

In this role, you will own and support the sales execution of our Construction Industries (CI) technology solutions with select dealers in Caterpillar’s Africa & Middle East Region. This is a field-based role, designed for an experienced individual willing to be a “pioneer” in a new growth area for the company as we look to accelerate technology adoption in the construction industry.

You will be supported by the Technology Go-To-Market team working with the product groups on our go-to-market execution framework, as well as a range of application team members that are experts in their assigned technology products. The team will also support the creation of marketing initiatives and management of KPI dashboard to help you run the business.
What You Will Do:

• Drive sales of Construction Industry technology portfolio.
• Accountable for growth targets, you will be the primary point of contact among dealers and other Caterpillar business units, with direct exposure with customers.
• Work with dealers to generate and manage a technology growth plan
• Design the best solutions to meet customers’ technology and productivity needs by generating new processes to sustain future sales growth.
• Demonstrate skills in public speaking, negotiation, building consensus and achieving compromise.
• Manage long-term forecast for dealers to help drive future growth. This will involve presentations to top dealer and Caterpillar executive levels to drive adoption, progress and positive change.
• Provide strategic recommendations to project team lead on the future go-to-market (GTM) and sales execution model of technology products.

Technology Sales Rep’s Goals:

• Drive technology adoption at machine point of sale (POS): Cat Grade, Payload, Detect etc.
• Drive sales of our extended technology portfolio: Fleet Management, Productivity, CAT Command.
• Drive adoption of aftermarket technology enabled solutions with a focus on safety products.
• Maintain strong relationships with dealers and achieve high degrees of customer satisfaction.

Skills You Have:

• Communications skills, Relationship management and Customer focus: Working Knowledge of the values and practices that align customer needs and satisfaction as primary considerations in all business decisions.
• Value selling: Working knowledge of Value selling technics and tools in order to translate offerings and solutions into dollarized customer benefits.
• Decision Making and Critical thinking: Ability to assess and prioritize risks, benefits and consideration of alternatives.
• Working knowledge of the industry trends and regulatory environment.
• Negotiation skills: ability to present own position and listen to position of others in order to achieve win-win solutions.
• Basic understanding of Business development tools and techniques.

Degree and Experience:

• At least 4 years of experience in sales roles with sales objectives/metrics/goals to be accountable for.
• Experience in the construction industry.

Top Candidates Will Also Have:

• Previous experience in developing sales of a new product portfolio.
• Knowledge of Arabic. Living/working experience across Africa/Middle East Region.
• Experience interacting with dealers and customers, ideally involving construction technology products.
• Ability to influence and lead others in the work group, dealer personnel and customers without direct authority and adaptability to audience.
• Knowledge of Caterpillar products and Construction Industry technology portfolio.

Additional Information:

• The role requires about 50% of travel, including international.
• The role is based in Dubai. Caterpillar has a hybrid work practice approach (up to 40% work from home).

What We Offer

From day one, you’re set up to thrive at Caterpillar: helpful training, relatable mentors, global experience, competitive salary package, work-life balance, and the growth opportunities you expect with a Fortune 100 company.

You power our success, and we are committed to empowering yours. After all, when your work can impact the entire world, it’s important to do work that matters.

About Caterpillar

Caterpillar Inc. is the world’s leading manufacturer of construction and mining equipment, off-highway diesel and natural gas engines, industrial gas turbines and diesel-electric locomotives. For the past 100 years, we’ve been helping customers build a better, more sustainable world and are committed and contributing to a reduced-carbon future. Our innovative products and services, backed by our global dealer network, provide exceptional value that helps customers succeed.

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

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Pending the number of applications, the criteria for the position may be enhanced to facilitate shortlisting.

Posting Dates:

Caterpillar is an Equal Opportunity Employer (EEO).

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