Distribution Development Representative

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.

EAME Distribution's mission is to deliver superior customer experience, profitable market leadership and services growth through industry-best distribution performance. We provide governance and administration of Cat dealers across Europe, Africa, the Middle East, and Eurasia.

Join the EAME Distribution Team as a Distribution Development Representative (Strategy Execution Manager), to advise on marketing and sales initiatives and dealer/customer related strategies, systems and processes.

About The Role / What You Will Do

• Answering inquiries and resolving problems regarding business plan execution, operational improvement and achievement of targets.
• Advising on existing and potential customer experiences issues and improvement measures.
• Consult with dealers on ways to improve marketing and sales capabilities, supporting the overall business development process.
• Govern dealer execution of the programs that increase sales and improve customer experience.

What Will Put You Forward

• Proven experience within the mining or construction industry, an OEM environment, or management consulting.
• 8 - 10 years strategy consulting / execution experience
• Bachelor's degree in business, marketing, engineering or related discipline
• Experience working within a multinational organization, with the ability to navigate global stakeholders, diverse cultures, and matrixed reporting structures.
• Strong interpersonal and communication skills, including delivering compelling public presentations and building trust and credibility with executive dealer management teams and industry directors.
• Project management capability, including planning, prioritization, coordination of cross functional teams, and delivery of high impact initiatives.

What You Have - Skills & Experiences 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.

Level Extensive Experience:

• Facilitates creation of the 'right' products and services to resolve customer business issues.
• Fosters strong customer relationships via delivery on commitments, open communication, and on going feedback/improvement.
• Advises others on creating customer focused environments in various scenarios.
• Anticipates customer needs, focusing efforts to proactively meet needs and exceed customer expectations.
• Measures and observes customer satisfaction levels to ascertain and implement service improvement alternatives.
• Communicates and models the criticality of customer focus as an organizational strategy.

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.

Level Extensive Experience:

• Differentiates assumptions, perspectives, and historical frameworks.
• Evaluates past decisions for insights to improve decision making process.
• 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.
• Ensures that assumptions and received wisdom are objectively analyzed in decisions.

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.

Level Working Knowledge:

• Delivers helpful feedback that focuses on behaviors without offending the recipient.
• Listens to feedback without defensiveness and uses it for own communication effectiveness.
• Makes oral presentations and writes reports needed for own work.
• Avoids technical jargon when inappropriate.
• Looks for and considers non verbal cues from individuals and groups.

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.

Level Extensive Experience:

• Ensures negotiators have awareness of complementary yet diverse interests.
• Successfully completes significant negotiations, both internal and external.
• Details the risks of negotiation breakdown from each party's perspective.
• Protects own position, while demonstrating willingness to achieve win win.
• Identifies similarities and differences in position and assesses impact on discussions.
• Detects and addresses lack of progress or a stalemate.

Problem Solving Knowledge of approaches, tools, techniques for recognizing, anticipating, and resolving organizational, operational or process problems; ability to apply knowledge of problem solving appropriately to diverse situations.

Level Extensive Experience:

• Ensures capture of lessons to be learned from a problem solving effort.
• Organizes potential problem solvers and leads problem resolution efforts.
• Uses varying problem solving approaches and techniques as appropriate.
• Contributes to standard practices for problem solving approaches, tools, and processes.
• Analyzes and synthesizes information and devises alternative resolution strategies.
• Develops successful resolutions to critical or wide impact problems.

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

Level Extensive Experience:

• Communicates to clients regarding expectations of all parties.
• Participates in negotiating the terms of the business relationship.
• Conducts periodic reviews of work effort, progress, issues, and successes.
• 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.

Project Management Knowledge of effective project management strategies and tactics; ability to plan, organize, monitor, and control projects, ensuring efficient utilization of technical and administrative resources to achieve project objectives.

Level Extensive Experience:

• Utilizes preferred tools, techniques and methods for estimating project cost and time.
• Plans, estimates, staffs, organizes and monitors significant projects.
• Identifies risks and vulnerabilities; creates contingency plans.
• Conducts regular and ad hoc project reviews with project team, sponsors, and clients.
• Maintains open communication among project participants and interested parties.
• Communicates reporting requirements; creates monitoring and control mechanisms.

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.

Level Extensive Experience:

• Acquires and retains customers in multiple settings using 'value selling' techniques.
• Coaches others on the application of 'value selling' principles and practices.
• 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.
• Solicits feedback from the customer community as a valued service provider.
• Teaches and coaches 'value selling' to others within the organization.

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.

Additional Information

• Onsite, five days a week in Kempton Park, Johannesburg.
• Up to 30% travel
• Relocation will not be supported.

Caterpillar is an Equal Opportunity Employer and considers applicants for all positions. Caterpillar commits itself to the realization of employment equity goals as envisaged in the South African Employment Equity Act and policies relating to workplace equality. Caterpillar is committed to creating a dynamic work environment that values diversity and inclusion, respect and integrity, customer focus, and innovation . click apply for full job details