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.

Mining Commercial Manager – Indonesia, Southeast Asia & Japan

Location: Jakarta, Indonesia

Travel: Up to 50% domestic and international

Reporting to: Director, Sales

Role Overview

The Mining Commercial Manager for Indonesia, Southeast Asia, and Japan is responsible for leading the regional commercial strategy to drive profitable growth across machines, services, and solutions. This role partners closely with dealers, customers, and internal stakeholders to define go‑to‑market strategies, execute business plans, and deliver measurable commercial outcomes aligned with business priorities.

The role covers diverse markets with varying maturity levels, business models, and customer expectations, requiring strong commercial judgment, cultural agility, and the ability to balance strategic planning with hands‑on execution.

Key Responsibilities

Commercial Strategy & Execution

• Lead development and execution of the regional commercial business plan across Indonesia, Southeast Asia, and Japan, aligned with business growth objectives.
• Drive machine, services, CVA, and solutions penetration through clear value propositions and differentiated commercial offerings.
• Translate industry, customer, and competitive insights into actionable commercial strategies.

Dealer & Customer Engagement

• Act as the primary commercial interface with Cat dealers across the region, partnering to improve sales effectiveness, pipeline quality, and deal execution.
• Engage directly with key mining customers and strategic accounts to understand business needs and co‑develop commercial solutions.
• Support major tenders, negotiations, and high‑value deal approvals.

Cross‑Functional Leadership

• Work closely with Product Support, Pricing, Finance, Supply Chain, and global partners to align commercial execution.
• Champion disciplined use of commercial tools, reporting, and governance.
• Influence without authority across geographically dispersed teams.

Market & Portfolio Management

• Monitor market conditions, commodity trends, and competitive dynamics across the region.
• Identify growth opportunities and risks across different market segments and lifecycle stages.
• Support new product introductions and portfolio transitions in collaboration with global product groups.

People & Capability Development

• Coach and develop regional commercial talent, building strong commercial acumen and customer focus.
• Foster a culture of accountability, collaboration, and continuous improvement.

Qualifications & Experience

Required

• Bachelor’s degree in Engineering, Business, Finance, or a related field (or equivalent experience).
• Significant experience in mining, heavy equipment, or industrial commercial roles.
• Demonstrated success in regional or multi‑country commercial leadership.
• Strong dealer and customer engagement experience.
• Proven ability to manage complex commercial decisions and trade‑offs.

Preferred

• Experience working across Indonesia, Southeast Asia, and/or Japan.
• Exposure to pricing strategy, large capital deals, or services‑led growth models.
• Familiarity with Caterpillar dealer networks, or similar OEM environments.
• CRM and commercial analytics experience (e.g. Salesforce, deal governance tools).

Key Success Factors

• Strategic thinking paired with practical execution.
• Strong financial and commercial acumen.
• Cultural awareness and stakeholder management across diverse markets.
• Clear communication and influence at all organizational levels.
• Willingness to travel and engage directly in the field

Posting Dates:

March 5, 2026 - March 19, 2026

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

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