Job description
Role Overview
Senior Sales Representative - Paving at Caterpillar Inc., covering the Middle East territory which includes TΓΌrkiye, Saudi Arabia, Gulf region, Jordan, Lebanon, and Palestine.
Company Overview
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. The company operates through three primary segments: Construction Industries, Resource Industries, and Energy & Transportation, plus a Financial Products segment providing financing and related services.
The Customer Solutions Growth Regions Division engages closely with customers and dealers to create, customize, and adapt solutions across products, services, digital and technology, rental and used, and financing. The division is regionally focused on Africa, the Middle East, Eurasia, Asia (excluding Japan), and Latin America (LATAM). This role is part of the Customer Facing team, which drives growth by delivering tailored, territory-specific solutions that solve customer pain points, accelerate decision-making, and enable profitable sales execution.
Role Purpose
Champion Caterpillar's Paving Products portfolio by partnering closely with the dealer network to strengthen sales capability, expand market share, and deliver industry-leading paving solutions. Act as a trusted advisor, helping dealers identify opportunities, develop sales strategies, and execute growth plans that support both customer success and business performance.
Key Responsibilities
Dealer Development & Relationships
- Lead and strengthen relationships with Caterpillar dealers, ensuring alignment with business objectives and market growth strategies.
- Coach and develop dealer sales teams, enhancing their product knowledge, sales effectiveness, and market competitiveness.
- Demonstrate ability to influence, coach, and develop dealer networks to achieve sustainable growth.
Sales Growth & Strategy
- Drive sales growth of Caterpillar's paving equipment and solutions by supporting dealers with forecasting, territory planning, and go-to-market strategies.
- Partner with dealers and customers to uncover selling opportunities, improve customer satisfaction, and build long-term business relationships.
- Support successful new product launches and help dealers capitalize on emerging market opportunities.
Performance Management
- Conduct regular business and performance reviews, identifying gaps and implementing corrective actions to achieve sales targets.
Governance & Compliance
- Guide commercial actions and dealer programs while ensuring compliance with Caterpillar's business processes and governance standards.
Market Expertise
- Serve as the market expert for paving applications, providing both technical and commercial support to dealers and customers.
Qualifications & Experience
- Bachelor's degree in mechanical engineering or a related technical field, or equivalent industry experience.
- Minimum of 7 years' experience in sales, business development, or dealer management within the construction, heavy equipment, or industrial sectors.
- Proven experience working across the Middle East market with a strong understanding of regional business dynamics.
Skills & Competencies
- Strong commercial acumen combined with solid technical understanding of heavy machinery and paving applications.
- Strong relationship-building, negotiation, and stakeholder management skills.
- Customer Focus: Knowledge of values and practices that align customer needs and satisfaction as primary considerations in all business decisions; ability to leverage that information in creating customized customer solutions.
- Industry Knowledge: Knowledge of Paving products, trends, directions, major issues, and trendsetters; ability to apply industry knowledge appropriately to diverse situations.
- Decision Making and Critical Thinking: Knowledge of decision-making processes and associated tools and techniques; ability to accurately analyse 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 appropriate communication behaviours.
- 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 principles and practices for selling products, technology, and services; ability to provide overall product/service value and differentiate support offerings that address clearly understood customer needs.
- Fluency in English is required; Arabic or Turkish language skills would be advantageous.
Additional Information
- Must be able to travel up to 50% within assigned territory.
- Visa sponsorship is not available for this position.
- Caterpillar is an Equal Opportunity Employer. Qualified applicants of any age are encouraged to apply.