Career Area:

Sales

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.

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 BCP

The Building Construction Products (BCP) division team is comprised of more than 9,000 employees—from assemblers and accountants to marketing professionals and engineers—we work in factories, warehouses, and offices all over the world. 

We are responsible for the design, manufacturing, marketing and support of Caterpillar’s line of small, versatile construction machines and attachments for the commercial construction, residential construction, specialty trades, landscaping and agriculture industries. Products include small wheel loaders, compact wheel loaders, backhoe loaders, compact track loaders, mini hydraulic excavators, skid steer loaders, telehandlers and small track-type tractors. 

Role Summary:

As the Aftermarket Services Sales Representative, you will be responsible for driving the growth of the BCP Parts and Services business across Africa, with a strong focus on Southern Africa.

In this role, you will lead and manage dealer relationships to effectively market Caterpillar (CAT) parts and services. You will also support the development of dealer sales capabilities, with an emphasis on reaching and serving small contractor segments.

Working in close collaboration with internal teams and dealer partners, you will play a key role in executing growth strategies and achieving business targets across the region.

Your responsibilities as part of the team

• Understand the (South) African small contractor customer requirements regarding parts and services, including the specific competitive landscape. Understand how customers want to be interacted with, and determine dormant customer activation and active customer upsell approaches
• Deliver year‑over‑year growth targets for BCP Parts STU, (dormant) small contractor customer activation, Customer Value Agreement growth
• Conduct regular sales performance reviews with dealers and ensure corrective actions are implemented where required.
• Lead the identification of selling opportunities, drive customer satisfaction improvements, and strengthen business relationships.
• Deploy an effectively coordinated Services sales channel approach with the dealers
• Actively support innovation for incremental business growth (e.g. Cat Compact, AI solutions, digital platforms and campaigns)

Skills For Your Successful Assignment:

• 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.
• Negotiating: Knowledge of successful negotiation concepts and techniques; ability to negotiate successfully across the organization in a constructive and collaborative manner.
• Relationship Management: ability to establish and maintain healthy working relationships with clients, dealers, and peers.
• Interpersonal and Communication skills: Understanding of effective communication concepts, tools and techniques; ability to effectively transmit, receive, and accurately interpret ideas, information, and needs. Demonstrated ability to earn trust and drive change with all hierarchy levels at dealers and CAT
• 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 crystalize and formulate the overall service 'value' and to differentiate offerings that address clearly understood customer needs

Your profile – what will put you forward

• A completed Business or Engineering degree
• 5+ years in aftermarket services sales experience, within the heavy machinery industry
• Experience in generating new business through commercial relationship management, market analysis, and a consultative approach
• Solid experience in business analysis, supporting strategic decision-making
• Track record of influencing stakeholders in matrix organizational environments
• Experience in working with dealers as this role requires dealer influencing and support in execution

Top Candidates will also have: 

• Proficiency in English, and at least one other language is a plus (Chinese, French, Arabic and one of the local African languages)
• Experience in working with dealers as this role requires dealer influencing and support in execution

Additional Information:

• The primary location for this position is Johannesburg, South Africa. This position requires on-site presence 5 days a week.
• ISE/Payroll Transfer/Relocation will not be supported
• This position requires up to 60% travel within Southern Africa.

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 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.

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.

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.

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.

 

Posting Dates:

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

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