Territory Manager

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.

About Electric Power Division

Caterpillar's Electric Power Division (EPD) offers integrated solutions, parts, and services to meet the needs of our various commercial and industrial electric power customers. EPD supports a wide range of customer applications across the globe, including providing prime and back-up power to hospitals, providing emergency power when natural disasters strike, and supporting critical infrastructure for data centers, municipalities, and more. With a rich history of more than 95 years in the electric power business, our team has world-class expertise and a proven ability to adapt to changing demands. We’re committed to providing sustainable and reliable solutions to our customers.

Join our team to help build a better, more sustainable world for future generations!

Role Definition

We have an opportunity for a Territory Manager in Dubai. The position is responsible for overseeing and delivering all sales and integrated customer offerings to customers in the Africa and Middle East territories. As a Territory Manager, you will lead and manage dealer relationships to market the company’s products and services, and develop dealer sales capability for the diesel and gas gen-set market in Africa Middle East. You will be responsible for planning, setting, and achieving the Business Plan while driving overall sales and Go-To-Market strategies to promote the company’s products and services

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.
• Assessing dealers’ technical and soft skills capabilities and proposing training plans accordingly.
• Ensuring rigours and accurate data input in CRM system leading to meaningful reports.
• Preparing and leading regular Business Reviews with dealers and internal management teams.
  
  

What 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 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. specific publications.
• 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.
• Effective Communication; fluent in English.
• 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.
  
  

Top Candidates Also Have

• Experience in Diesel and Gas Power Generators sales, Data Centres, parts and service.
• Knowledge of Salesforce or similar CRM systems.
• Degree in Mechanical / Electrical engineering.
  
  

Additional Information

• The role requires up to 35% of travel within the EAME region.
  
  

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. You 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.

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.

Posting Dates

Caterpillar is an Equal Opportunity Employer.

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