Senior Industry Sales Representative (Mining Industry)

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.

Caterpillar currently has an opportunity for a Senior Industry Sales Representative based in Singapore. Reporting to the Regional Commercial Manager, you will lead and manage dealers' relationships to market company products and services and assist in the development of dealer sales capability.

What You Will Do:

• Understanding of business model and acting within the business process guidance on review and approval for variance programs and commercial actions.
• Designing and assisting dealers on the forecast, sales/rental/used strategy planning, and sales techniques; supporting the rollout of new products.
• Performing regular sales performance reviews with dealers and ensuring implementation of corrective actions where needed.
• Leading the selling opportunities identification, customer satisfaction improvement, and business relationship enhancement.

What You 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.

• Facilitates creation of the 'right' products and services to resolve customer business issues.
• Fosters strong customer relationships via delivery on commitments, open communication, and ongoing feedback/improvement.
• Anticipates customer needs, focusing efforts to proactively meet needs and exceed customer expectations.

Industry Knowledge: Knowledge of the organization's industry group, trends, directions, major issues, regulatory considerations, and trendsetters; ability to apply industry knowledge appropriately to diverse situations.

• Discusses industry-specific flagship products and services.
• Demonstrates current knowledge of the regulatory environment for industry segment.
• Currently works with a major industry segment and associated functions and features.

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.

• Assesses and validates decision options and points and predicts their potential impact.
• Advises others in analyzing and synthesizing relevant data and assessing alternatives.
• Uses effective decision-making approaches such as consultative, command, or consensus.

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.

• Adapts documents and presentations for the intended audience.
• Demonstrates both empathy and assertiveness when communicating a need or defending a position.
• Communicates well downward, upward, and outward.

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.

• Works to achieve win-win in negotiations, rather than taking a win-lose approach.
• Focuses on issues rather than personalities.
• Uses active listening and probing techniques to surface problems, issues, and interests.

Relationship Management: Knowledge of relationship management techniques; ability to establish and maintain healthy working relationships with clients, vendors, and peers.

• Participates in negotiating the terms of the business relationship.
• Maintains productive, long-term relationships with clients or vendors.
• Creates opportunities to educate support teams on client priorities.
• Empowers others to establish collaborative, healthy relationships.

Business Development: Knowledge of business development tools, techniques, and approaches; ability to explore and develop potential areas of business growth for the organization.

• Assists in developing new geographical areas for the organization's products or services.
• Assists in creating an incentive plan to encourage new business growth and development.
• Researches approaches for exploring new business opportunities.

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.

• Acquires and retains customers in multiple settings using 'value selling' techniques.
• Delivers value-added services to customers beyond delivery of a purchased product, technology, or service consistently.
• Qualifies sales prospects based on a clear understanding of customer business needs and the service company's determined ability to meet those needs.

Additional Info: This role requires about 50% traveling within Southeast Asia.

Caterpillar is not currently hiring individuals for this position who now or in the future require sponsorship for employment visa status; however, as a global company, Caterpillar offers many job opportunities outside of Singapore which can be found through our employment website at www.caterpillar.com/careers.

What You Will Get:

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 day one benefits along with the potential of a variable bonus. Additional benefits include paid annual leave, flexi leave, medical, and insurance (prorated based upon hire date).

Final Details:

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.

If you are interested in joining our team, please apply using an English version of your CV. We look forward to meeting you!

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 nearly 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: March 19, 2025 - March 30, 2025

Caterpillar is an Equal Opportunity Employer (EEO).

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