Job Summary
Drive equipment sales within an assigned territory by identifying customer needs, building relationships, and achieving targets, while ensuring accurate forecasting, strong market insight, effective follow-up, and coordination for deal closure and aftersales support.
Key Accountabilities
- Plan and conduct regular sales visits to existing and prospective customers across the assigned territory and record outcomes through the approved CRM / Call Report system.
- Achieve assigned annual sales targets for new and used equipment while maintaining approved pricing, discount, margin, and trading guidelines.
- Identify customer requirements, applications, fleet gaps, replacement cycles, project timelines, financing needs, and decision-making structures to convert opportunities into profitable sales.
- Prepare, coordinate, and follow up on quotations, tenders, demonstrations, trade-ins, and commercial offers with Sales Administration and relevant internal stakeholders.
- Maintain a reliable six-month rolling forecast, updated monthly by customer, model, application, probability, expected delivery timing, and expected closure value.
- Collect and report market intelligence, including competitor pricing, product positioning, finance offers, stock availability, delivery lead times, service support, and customer feedback.
- Promote the full customer value proposition, including product performance, ownership cost, aftersales support, CVA/service agreements, parts support, technology solutions, financing options, and warranty terms.
- Coordinate with Product Support, Rental, Finance, Credit, Logistics, Sales Administration, and Product Management to resolve customer issues and support smooth order execution.
- Participate in sales campaigns, open days, customer demonstrations, site surveys, product launches, promotional events, and customer training activities as required.
- Ensure full compliance with company policies, delegation of authority, pricing approvals, credit requirements, ethical standards, safety requirements, and documentation controls.
- Follow up customer complaints and escalations related to sales commitments, delivery, machine readiness, warranty coordination, communication gaps, or commercial matters until closure.
- Continuously develop product knowledge, application knowledge, selling skills, negotiation skills, and understanding of Caterpillar and competitor equipment.
Knowledge, Skills and Aptitude
- Educational Qualifications and Certifications: Bachelor's degree in Mechanical Engineering, Electrical Engineering, Industrial Engineering, or a related technical discipline from a recognized university.
- Knowledge: Basic understanding of heavy equipment applications, construction/mining/industrial customer segments
- Technical Skills: Ability to read basic equipment specifications, match machine size to applications, prepare basic commercial comparisons, use CRM/call reporting tools, Microsoft Office, forecasting templates, and sales dashboards. Strong ability to learn product applications and total cost of ownership concepts
- Language Skills: Good command of English and Arabic, both written and spoken.
- Experience: Minimum 2+ years of relevant sales, engineering, or customer-facing experience.
