Sales Manager

at  Caterpillar

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.
Caterpillar’s Global Construction & Infrastructure Division (GCI) is hiring a sales Manager. If you’re looking for a leadership role loaded with impact, this is a great role for you.
Lead a team of Caterpillar field reps, supporting Cat dealers and customers to increase customer loyalty and influence machine and services sales. This role has responsibility to cover Southern Africa and the DRC specifically.

SKILLS YOU WILL HAVE

• 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 & Product Knowledge: Knowledge of the organization’s industry group, component product groups, trends, directions, major issues, regulatory considerations, 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 analyze
• 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 behaviors.
• 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.

• Act as a single point of contact for warranty, prime product sales, and machine application support.
• Supports and develops product sales, dealer effectiveness, overall segment growth, warranty policy, etc.
• Influence upper management within dealerships to adapt or change policies, implement marketing/sales programs, hire personnel and organizational structure changes.
• Train, develop and mentor team members.
• Deliver business plan sales and market share targets for the company products in the assigned territory.
• Develop sales and marketing plan and manage merchandising plans to achieve business plan targets for company products and services.
• Ensure customer satisfaction through management of product and commercial issues; Oversee service goodwill spending on all products within the industry segment.
• Lead the selling opportunities identification, customer satisfaction improvement and business relationship enhancement.
• Deliver GCI Retail business plan sales and market share targets for the assigned territory.