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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 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 Summary:
Are you passionate about construction equipment, dealer development, and driving business growth? We have an exciting opportunity for a Senior Sales Representative to champion our Paving Products portfolio. In this role, you will partner closely with our dealer network to strengthen sales capability, expand market share, and deliver industry-leading paving solutions to customers. You will act as a trusted advisor, helping dealers identify opportunities, develop sales strategies, and execute growth plans that support both customer success and business performance. Territory coverage: Middle East which includes Türkiye, Saudi Arabia, Gulf region, Jordan, Lebanon and Palestine.
What You will Do:
Lead and strengthen relationships with Caterpillar dealers, ensuring alignment with business objectives and market growth strategies.
Drive sales growth of Caterpillar's paving equipment and solutions by supporting dealers with forecasting, territory planning, and go-to-market strategies.
Coach and develop dealer sales teams, enhancing their product knowledge, sales effectiveness, and market competitiveness.
Support successful new product launches and help dealers capitalize on emerging market opportunities.
Conduct regular business and performance reviews, identifying gaps and implementing corrective actions to achieve sales targets.
Partner with dealers and customers to uncover selling opportunities, improve customer satisfaction, and build long-term business relationships.
Guide commercial actions and dealer programs while ensuring compliance with Caterpillar's business processes and governance standards.
Serve as the market expert for paving applications, providing both technical and commercial support to dealers and customers.
What Will Put You Forward:
Bachelor’s degree in mechanical engineering or a related technical field, or equivalent industry experience.
Minimum of 7 years' experience in sales, business development, or dealer management within the construction, heavy equipment, or industrial sectors.
Strong commercial acumen combined with a solid technical understanding of heavy machinery and paving applications.
Proven experience working across the Middle East market with a strong understanding of regional business dynamics.
Demonstrated ability to influence, coach, and develop dealer networks to achieve sustainable growth.
Strong relationship-building, negotiation, and stakeholder management skills.
Fluency in English is required; Arabic or Turkish language skills would be advantageous.
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.
Industry Knowledge:
Knowledge of the Paving products, trends, directions, major issues and trendsetters; ability to apply industry knowledge appropriately to diverse situations.
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.
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.
Additional Information:
Must be able to travel up to 50% within assigned territory
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.
This position requires working onsite five days a week.Posting Dates:
Caterpillar is an Equal Opportunity Employer. Qualified applicants of any age are encouraged to apply
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