Territory Sales Representative

We are looking for a Territory Sales Representative to join our Customer Facing team within one of Construction Industries’ newly formed divisions: Customer Solutions Growth Regions.

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 is part of the Customer Facing team, the engine of our business—driving growth by delivering tailored, territory-specific solutions that solve customer pain points, accelerate decision-making, and enable profitable sales execution.

Role Definition:
Leads and manages dealers' relationships to market company products and services and assists in the development of dealer sales capability.

What You Will Do (Responsibilities):

• Understanding of business model and acting within the business process guidance on review and approval for variance programs and commercial actions.

• Designing and assisting dealers on the forecast, sales/rental/used strategy planning, and sales techniques; supporting the rollout of new products.

• Performing regular sales performance reviews with dealers and ensuring implementation of corrective actions where needed.

• Leading the selling opportunities identification, customer satisfaction improvement and business relationship enhancement.

What Will Put You Ahead (Preferred Skills):

• Bachelor’s degree in Engineering or Business Administration or equivalent. Master’s degree is a plus.

• Minimum 5 - 10 years of experience in Sales, Account Management or Commercial roles with proven sales track record.

• 3 - 5 years of experience in mining, construction, quarry, forestry, heavy machinery applications or technology

• Understanding of sales & operations planning process and sales variance analysis

• Demonstrated expertise and experience working in African regions

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.

Level Working Knowledge:

• Communicates the importance of customer needs/expectations and commits to resolving them.

• Researches and verifies customer needs and expectations.

• Solicits customer satisfaction feedback and acts on improvement opportunities.

• Helps link organizational objectives to customer needs and expectations.

• Meets regularly with customers to understand their wants, needs and expectations.

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.

Level Working Knowledge:

• Discusses industry-specific flagship products and services.

• Demonstrates current knowledge of the regulatory environment for industry segment.

• Describes the contribution of own function as it relates to the industry segment.

• Participates in major industry professional associations; subscribes to industry-specific publications.

• Currently works with a major industry segment and associated functions and features.

Decision Making and Critical Thinking: Knowledge of the decision-making process and associated tools and techniques; ability to accurately analyze situations and reach productive decisions based on informed judgment.

Level Working Knowledge:

• Applies an assigned technique for critical thinking in a decision-making process.

• Identifies, obtains, and organizes relevant data and ideas.

• Participates in documenting data, ideas, players, stakeholders, and processes.

• Recognizes, clarifies, and prioritizes concerns.

• Assists in assessing risks, benefits and consideration of alternatives.

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 behaviors.

Level Working Knowledge:

• Delivers helpful feedback that focuses on behaviors without offending the recipient.

• Listens to feedback without defensiveness and uses it for own communication effectiveness.

• Makes oral presentations and writes reports needed for own work.

• Avoids technical jargon when inappropriate.

• Looks for and considers non-verbal cues from individuals and groups.

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.

Level Working Knowledge:

• Works to achieve win-win in negotiations, rather than taking a win-lose approach.

• Focuses on issues rather than personalities.

• Uses active listening and probing techniques to surface problems, issues, and interests.

• Demonstrates a willingness to examine own position.

• Presents own position and listens attentively to position of others.

Relationship Management: Knowledge of relationship management techniques; ability to establish and maintain healthy working relationships with clients, vendors, and peers.

Level Working Knowledge:

• Provides prompt and effective responses to client requests and interactions.

• Monitors client satisfaction levels on a regular basis.

• Alerts own team to problems in client satisfaction.

• Differentiates the roles and responsibilities in a business relationship.

• Works with clients to address critical issues and resolve major problems.

Business Development: Knowledge of business development tools, techniques and approaches; ability to explore and develop potential areas of business growth for the organization.

Level Basic Understanding:

• Describes the main technologies and tools used in similar or competing products or services.

• Identifies industry groups that would benefit from the organization's products and services.

• Identifies potential markets for the organization's products or services.

• Assesses the key components of an organization's business development plan.

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.

Level Working Knowledge:

• Uses 'value selling' techniques to successfully engage customers.

• Researches the customer's industry and organization before attempting sales calls.

• Discusses issues and considerations regarding current 'value selling' practices and recommends potential improvements.

• Quantifies proposed costs, benefits and value in customer terms.

• Defines and documents value-added activities and their benefits to customers beyond the initial sales transaction.

Additional Information:

• Must be able to travel 70% - 80% (Domestic & International)

• In office, five days a week in Kempton Park, Johannesburg.

• Relocation will not be supported.

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. Caterpillar commits itself to the realization of employment equity goals as envisaged in the South-African Employment Equity Act and policies relating to workplace equality. 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

Caterpillar takes data privacy seriously and is committed to compliance with The Protection of Personal Information Act in South Africa. Candidate CVs are used for the limited purpose of evaluating suitability for this job role and deleted from our database when it is no longer needed for the purpose as soon as it is practicable. For more information on Caterpillar’s privacy practices, please visit our Global Data Privacy Statement.

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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 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. Caterpillar does business on every continent, principally operating through three primary segments – Construction Industries, Resource Industries and Energy & Transportation – and providing financing and related services through our Financial Products segment.