Industry Representative

Caterpillar, Inc. Industry Representative in Dubai, United Arab Emirates

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.

Global Construction and Infrastructure (GCI) has an exciting opportunity for a talented and passionate Industry Sales Representative to join the Industrial Segments and Work Tools team. While GCI operates all around the globe to support customers and dealers in a highly competitive environment, this position will be responsible for the coverage of dealerships in the Middle East and Central Asia (MEE region).

As the Industry Sales Representative, you will manage assigned dealers' relationships to market company products and services and assist in the development of dealer sales capability. This role supports the Sales & Marketing teams in telling compelling stories with data that empowers organizational leaders to make better and more informed decisions. You will be responsible to deliver business plan and Go To Market of Industrial Segments and Work Tools. Collaboration with various departments and ensuring alignment in commercial strategy to market is also a key part of the role.

What You Will Do:

1. Designing and assisting dealers on the forecast, sales strategy planning, and sales techniques; actively engaging dealers in growth journey of GCI Work Tools & Hammers and intentional business development of Industrial Segments in target countries.
2. Selling the value of GC-I&W product offering and solutions for stakeholders, answering any customer questions and addressing their needs.
3. Driving collaboration with segment specialist, sales support consultants and regional peers to engage, excite and influence the Cat-on-Cat value story.
4. Performing regular sales performance reviews with dealers and ensuring implementation of corrective actions where needed.
5. Acting within the business process guidance on review and approval for variance programs and commercial actions.
6. Leading the selling opportunities identification, customer satisfaction improvement and business relationship enhancement.

What You Have:

1. 2+ years of experience in commercial roles with a focus on dealer and customer-facing interactions.
2. 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.
3. 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.
4. Relationship Management: Knowledge of relationship management techniques; ability to establish and maintain healthy working relationships with clients, vendors, and peers.
5. Effective Communications: Fluency in English and Arabic is preferable.

Additional Information:

The role requires at least 25% of travel within assigned territories.

The role is based in Dubai with a hybrid work (up to 40% work from home).

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

What We Offer:

From day one, you’re set up to thrive at Caterpillar: helpful training, relatable mentors, global experience, competitive salary package, work-life balance, and the growth opportunities you expect with a Fortune 100 company. Your power our success, and we are committed to empowering yours. After all, when your work can impact the entire world, it’s important to do work that matters.

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 the past 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.

Posting Dates:

Caterpillar is an Equal Opportunity Employer (EEO).

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