Marketing & Sales Operations Representative

Leírás

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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.

About EAME Distribution

EAME Distribution’s mission is to deliver superior customer experience, profitable market leadership, and services growth through industry‑best distribution performance. We support governance and administration of Cat® dealers across Europe, Africa, the Middle East, and Eurasia.

Role Overview

Join our EAME Distribution team as a Marketing & Sales Operations Representative (MSOR)—a high-impact role where your ability to drive commercial discipline and structured sales execution will directly translate into business growth in Western Africa.

You will partner with dealers and internal stakeholders to strengthen sales funnel management and improve pipeline quality, expand customer coverage, and drive new customer acquisition, enabling increased participation in industry opportunities while applying competitive insights and market intelligence to improve dealer execution and grow equipment sales.

Role Definition

Provides operational support to dealers on marketing and sales strategies, systems, and execution practices to improve commercial performance and deliver business growth

Responsibilities

Sales Funnel Discipline & Velocity

• Partner with dealers to strengthen sales funnel management, improving pipeline visibility, opportunity quality, and funnel progression and velocity

• Drive opportunity management practices to improve conversion and forecast reliability.

• Reinforce sales cadence and execution discipline across the pipeline.

Customer Coverage & Acquisition

• Support dealers in expanding customer coverage across priority segments, territories, and customer applications.

• Drive structured new customer acquisition, improving prospect identification, qualification, and conversion.

• Identify coverage gaps and support targeted actions to improve reach and engagement

Industry Participation Rate

• Increase dealer participation in industry opportunities through improved prospecting, early engagement, and opportunity qualification.

• Support prioritization and pursuit of opportunities aligned with business plan objectives.

• Strengthen dealer presence across customer buying cycles through improved coverage and pipeline discipline.

Commercial Performance & Sales Growth

• Partner with dealers to execute actions that accelerate equipment sales.

• Use performance data to identify gaps, prioritize actions, and track execution against business plan targets.

• Reinforce performance discipline through regular follow-up and structured reviews.

Customer Outcomes You Will Enable

• Stronger Pipeline Health, Conversion & Velocity– Through disciplined funnel management and execution rigor.

• Expanded Customer Reach – Enabled by improved coverage and targeted acquisition.

• Increased Participation in Industry Opportunities – Driven by better prospecting and engagement.

• Accelerated Sales Growth – Through focused execution and performance management.

Qualifications & Experience

• 5–6 years of experience in sales operations, marketing, business development, or dealer support—preferably within construction, mining, energy, or related industries in Africa.

• University degree in Business Administration, Marketing, Sales, or related field.

• Strong experience in sales execution, pipeline management, customer acquisition and project management.

• Understanding of dealer networks and B2B commercial environments.

• Ability to interpret performance data and translate insights into actions.

• Experience with CRM tools and commercial reporting systems.

• Proficiency in French and English. Fluency in Mandarin is a plus.

• Strong communication, collaboration, and influencing skills.

Skill Descriptors

Customer Focus

• Aligns dealer execution to customer needs and expectations to drive satisfaction and long-term engagement.

Collaboration

• Effective across cross‑functional teams and diverse cultural environments, to align priorities and to drive consistent execution.

​Consulting

• Ability to guide dealers using data insights and Caterpillar best practices.

Decision Making & Critical Thinking

• Skilled at interpreting operational metrics and making informed decisions using structured analysis and data to prioritize actions and guide commercial execution.

Effective Communication

• Clearly translates insights into actionable direction for dealers and stakeholders and manages communication proactively.

Problem Solving

• Proactive and systematic in resolving operational gaps, identifies root causes of performance gaps and supports effective resolution.

Relationship Management

• Builds strong, trust-based partnerships to influence execution and sustain improvement internally and with dealers.

Negotiating

• Applies collaborative approaches to align priorities and drive practical outcomes.

Additional Information

Relocation, ISE, and payroll transfers are not offered.

This is a fully on-site job opportunity with business travel requirement up to 30% - 40% across Western Africa countries

What We Offer

From day one, you’re set up to thrive at Caterpillar: onboarding support, strong mentorship, global exposure, competitive compensation, work‑life balance, and long‑term career growth in a Fortune 100 company.

You power our success, and we are committed to empowering yours.

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.

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

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

We value authenticity and encourage candidates to submit original, personally crafted responses throughout our hiring process. Use of AI-generated content may disadvantage your application.

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Caterpillar is an Equal Opportunity Employer. Qualified applicants of any age are encouraged to apply

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