Sales Representative - Prime Products

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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.

Who we are:

As Caterpillar's Resource Industries Sales, Services and Technology (RISST) Division, we take immense pride in our mission to provide the best possible customer experience by leveraging cutting-edge technologies such as automation and electrification to help our customers solve their biggest mine site challenges. Our integrated site solutions, including product health and safety services, are designed to enhance efficiency while ensuring safety and sustainability. Our dedication is unwavering as we strive to create tailored site solutions that not only boost productivity but also reduce costs, ensuring an exceptional experience for our global customers. By working closely together with our dealers and customers, we are building a better and more sustainable world. Together, we are mining better!

Role Summary:

We have an exciting opportunity for a motivated and commercially focused Sales Representative – Prime Products, Buckets and Bodies to drive dealer engagement, customer development, and sales growth across the assigned territory. This role is responsible for strengthening dealer capabilities, identifying and qualifying opportunities, supporting tender and commercial activities, and ensuring Caterpillar is strategically positioned to win business as projects materialize across the region.

The successful candidate will work closely with dealers, customers, and internal stakeholders to develop pursuit strategies, provide commercial support, and drive the growth of Caterpillar's Prime product portfolio through proactive market engagement and opportunity management.

Key Responsibilities:

• Develop and maintain strong dealer and customer relationships to drive sales growth and market share.
• Proactively identify, qualify, and pursue opportunities across the assigned region.
• Support dealers throughout the sales cycle, including tender submissions, quotations, commercial negotiations, and opportunity development.
• Collaborate with dealers and product groups to execute effective pursuit strategies and position Caterpillar competitively on key projects.
• Conduct pass-match analyses and recommend optimal bucket and body sizing.
• Support forecasting, business planning, and sales strategies for new, rental, and used equipment.
• Drive the successful rollout and adoption of new products, technologies, and solutions.
• Monitor dealer performance, implement corrective actions, and enhance sales capability.
• Present Caterpillar solutions to customers and stakeholders, demonstrating value-driven outcomes.
• Ensure compliance with commercial processes, approvals, and governance requirements.
• Track market trends, competitive activity, and customer needs to identify growth opportunities and inform strategy.

Minimum Requirements

• Bachelor’s degree in engineering or a related technical discipline.
• Minimum of 3 years' experience in a similar sale, dealer development, business development, product support, commercial, or account management role within the heavy equipment, industrial, engineering, mining, construction, power systems, or related industries.
• Demonstrated experience in dealer management, customer engagement, commercial strategy, tender support, and opportunity management.
• Proven ability to manage multiple opportunities and stakeholders across diverse markets.
• Willingness and ability to travel frequently within the assigned region.

Skills & Competencies

Customer Focus: Ability to understand customer needs and priorities and deliver solutions that create value and drive long-term customer satisfaction.

Industry Knowledge: Strong understanding of industry trends, market dynamics, regulatory considerations, and competitive landscapes, with the ability to translate insights into commercial opportunities.

Decision Making & Critical Thinking: Strong analytical and problem-solving skills with the ability to evaluate complex situations and make sound business decisions.

Communication Skills: Excellent verbal and written communication skills with the ability to influence, engage, and build credibility with customers, dealers, and internal stakeholders.

Negotiation: Proven ability to negotiate effectively with customers, dealers, and cross-functional teams to achieve successful commercial outcomes.

Relationship Management: Demonstrated ability to establish and maintain productive, long-term relationships with customers, dealers, and business partners.

Value Selling: Ability to articulate product and service value propositions, differentiate Caterpillar solutions, and align customer needs with business objectives.

Commercial Acumen: Strong understanding of commercial strategy, opportunity qualification, pricing, quotations, tender processes, and project pursuit management.

Additional Information:

• Frequent travel within the assigned region is required (up to 30%).
• International Service Employee (ISE) assignments and payroll transfers are not supported for this position.

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 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

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

How We Support You (Employee Benefits):

Our goal at Caterpillar is for you to have a rewarding career. Our teams are critical to the success of our customers who build a better world. Here you earn more than just wage, because we value your performance, we offer a total rewards package that provides one benefits along with the potential of a variable bonus and additional benefits.

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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Posting Dates:

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

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