Beschreibung
Career Area:
SalesJob 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.
At Caterpillar, we’re committed to our customers, who build a better, more sustainable world with our products, services and solutions. We understand and show the value of why they should choose us. We’re exploring new ideas and opportunities – innovating to discover the breakthroughs necessary for tomorrow’s growth. Through it all, we are one team– creating and delivering world-class products, services and solutions superior to the competition. Learn more about the Caterpillar Experience.
About Customer Solutions Growth Regions Division:
This team, alongside dealers, engages closely with customers to create, customize, and adapt solutions to meet their needs by leveraging the extensive range of offerings available today—across products and services, digital and technology, rental and used, and financing.
The division is regionally focused on Africa, the Middle East, Eurasia, Asia (excluding Japan), and Latin America (LATAM) and organized into three functional areas: Customer Facing, Customer Solutions, and Business Enablers.
This role sits within the SEM team and is focused on driving growth for the SEM brand by expanding sales in Africa through tailored products and targeted distribution strategies.
Role Definition:
Leads a cross-functional commercial team responsible to delivering the business plan and distribution strategy for the SEM brand in Africa. This role and the team reporting to it are accountable for business performance including revenue growth, PINS (percent of industry new sales), customer satisfaction, distribution strategy execution and dealer administration.
Partners with stakeholders to improve dealer and channel performance, enhance the customer experience, and drive sustainable, profitable growth in line with SEM’s strategic priorities.
What You Will Do:
Deliver business plan for prime product sales and PINS targets for the SEM brand
Deliver business plan for aftermarket parts sales for the SEM brand
Execute SEM distribution strategy and optimize dealer effectiveness
Drive SEM brand growth by expanding sales opportunities and leading customer experience improvements through structured insights and relationship management.
Collaborate with and influence cross-functional teams to ensure aligned execution of commercial, operational, and customer strategies.
Lead, coach, and develop a high-performing team, building organizational capability and succession pipeline to support long-term growth.
Create a high-performance culture with strong governance focus on capability development
What You Have (Basic Skills Required):
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.
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.
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.
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.
What will put you forward:
Bachelor’s degree (MBA preferred) with 10–15+ years’ commercial leadership experience in heavy equipment/industrial sectors.
Proven success driving revenue growth, profitability, PINS, and customer reach across Africa or other emerging economies.
Strong experience managing dealer/distributor networks and executing distribution strategies.
Demonstrated leadership of cross-functional, multi-country teams with a focus on talent development and high performance.
Deep understanding of African territories, customer needs, and industry dynamics.
Advanced skills in business planning, negotiation, relationship management, and value selling.
Additional information:
Extensive travel is required
5 days onsite In the Kempton Park Office.
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, color, 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
https://www.caterpillar.com/en/careers/why-caterpillar.html
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NB. The panel cannot make assumptions when shortlisting therefore please demonstrate your qualifications and experience on your CV relevant to the criteria outlined.
Posting Dates:
Caterpillar is an Equal Opportunity Employer. Qualified applicants of any age are encouraged to apply
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