الوصف الوظيفي
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.
At Caterpillar, we’re committed to our customers, who build a better, more sustainable world with our products, services and solutions. We understand and show the value of why they should choose us. We’re exploring new ideas and opportunities – innovating to discover the breakthroughs necessary for tomorrow’s growth. Through it all, we are one team– creating and delivering world-class products, services and solutions superior to the competition. Learn more about the Caterpillar Experience.
We are looking for an Account Manager – Chinese Accounts to join our Customer Facing team within one of Construction Industries’ newly formed divisions: Customer Solutions Growth Regions. This role will be leading growth with Chinese Accounts (SOEs and POEs) with operations across the region.
About Customer Solutions Growth Regions Division
This team, alongside Cat Dealers, engages closely with customers to create, customize, and adapt solutions to meet their needs by leveraging the extensive range of offerings available today—across products and 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) and organized into three functional areas: Customer Facing, Customer Solutions, and Business Enablers.
This role is part of the Customer Facing team, the engine of our business—driving growth by delivering tailored, territory-specific solutions that solve customer pain points, accelerate decision-making, and enable profitable sales execution.
Role Definition:
• Develops and maintains a deep customer understanding and establishes a strong, trust-based relationship with critical customer decision makers.
• Coordinates the Caterpillar matrix and leverages enterprise resources to deliver meaningful customer outcomes and help the customer solve their toughest problems.
• Oversees and coordinates all sales and marketing activities for a significant client or specific client group.
What You Will Do:
• Following organizational policies and procedures and maintaining clear and direct line of communication within the organization to meet customer requirements.
• Consult with dealers and internal business partners on the subject of sales and services support to Managed Accounts.
• Designing processes for informing customer of rates, shipping date, anticipated delays and any additional information needed by the customer.
• Working directly with customers to collect information, sell additional products and services to current customers, and ensure customers' needs are met.
What You Have:
Construction Industry Background
• Minimum 5 + years in the construction sector with strong customer relationship management experience.
Customer Focus & Relationship Management
• Build and maintain strong, trust-based relationships with key accounts.
• Act as the primary point of contact for strategic customers, ensuring satisfaction and loyalty.
• Understand customer pain points and proactively provide solutions.
Sales & Business Development
• Develop and execute account-specific sales strategies to achieve revenue targets.
• Negotiate and close high-value deals with contractors, project owners, and procurement teams.
• Identify growth opportunities within existing accounts and new projects.
Solution Selling
• Promote both machines and aftermarket services (parts, maintenance, CVAs, rebuild programs).
• Present integrated solutions that reduce total cost of ownership for customers.
• Leverage case studies and success stories to demonstrate value.
Problem Solving
• Address customer challenges promptly and effectively.
• Collaborate with internal teams (service, product support) to resolve technical and operational issues.
• Provide feedback to improve product and service offerings.
Market & Product Knowledge
• Understand heavy equipment categories, applications, and competitive landscape.
• Stay updated on technology solutions (grade control, telematics) and service programs.
• Monitor competitor activities and develop counterstrategies.
Machine, Aftermarket and Services Sales Expertise
• Strong commercial skills in selling heavy equipment and machinery.
• Ability to develop sales strategies, negotiate, and close deals.
• Experience with dealer/distributor networks and direct sales.
• Exposure to parts, maintenance, and service offerings to support full lifecycle sales.
Core Competencies
• Fluency in English and Chinese is a must.
• Negotiation & Influencing high-value deals.
• Strategic Account Management and revenue growth planning.
• Data Analysis for forecasting and performance tracking.
• Cultural Adaptability for relationship-driven Middle Eastern & Eurasian markets.
Skills Descriptors
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.
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.
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.
Account Management: Knowledge of account management; ability to manage day-to-day activities, providing services and support to existing clients.
Additional Information:
• 5 days onsite, if not on business travel.
• Must be able to travel 60% - 70% of the time (Southern, Western and Central Africa)
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.
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.
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.
For more information, visit https://www.caterpillar.com/en/careers/why-caterpillar.html
Caterpillar takes data privacy seriously and is committed to compliance with The Protection of Personal Information Act in South Africa. Candidate CVs are used for the limited purpose of
evaluating suitability for this job role and deleted from our database when it is no longer needed for the purpose as soon as it is practicable. For more information on Caterpillar’s privacy practices, please visit our Global Data Privacy Statement.
Follow us on Twitter, Facebook, LinkedIn, and YouTube.
NB: The panel cannot make assumptions when shortlisting therefore please demonstrate your qualifications and experience on your CV relevant to the criteria outlined.
How We Support You (Employee Benefits):
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 and additional benefits.
We value authenticity and encourage candidates to submit original, personally crafted responses throughout our hiring process. Use of AI-generated content may disadvantage your application.
#LI
Posting Dates:
Caterpillar is an Equal Opportunity Employer. Qualified applicants of any age are encouraged to apply
Not ready to apply? Join our Talent Community.