BCP Sales Director APAC & AME

CATERPILLAR ASIA PTE LTD; Singapore; On-site; SGD 150,000 - 200,000; Full time

Job summary

Caterpillar’s Building Construction Products is seeking a Sales Director for small and compact equipment. This leadership role involves overseeing a team across Asia Pacific, Africa, and the Middle East, driving sales and customer loyalty. Candidates should possess strong industry knowledge, communication skills, and a proven track record in business development.

Qualifications

• Proven ability to lead and influence teams.
• Knowledge of industry trends and customer needs.
• Experience with business development tools.

Responsibilities

• Lead a team in achieving sales goals.
• Implement go-to-market strategies.
• Manage budgeted sales variances.

Skills

Leadership

Communication

Negotiation

Customer Focus

Business Development

Education

Bachelor’s degree

Advanced degree preferred

Job description

Job Description:

Are you passionate about solving problems for customers and driving impact? Caterpillar’s Building Construction Products (BCP) division has an opportunity to join our sales organization as a Sales Director for small and compact equipment. This leadership role oversees a team in the Asia Pacific, Africa and Middle East regions . If you’re looking for a leadership role with impact, this is a great role for you.

Role Summary:

• Lead a team typically comprised of sales execution, dealer sales and technical support, application experts, and product support field personnel to achieve goals to drive increased customer loyalty throughout the Business Construction Products division.
• Support dealers in the strategic development and implementation of programs, processes for BCP Solutions growth, through machines, attachments, parts and service, and CVA sales in their assigned services territories.
• Increase share of industry customer spend on Caterpillar products and services and increase customer loyalty.

What You Will Do:

• Responsible for achieving the Business Plan for machines, parts and work tool sales, sales execution and managing budgeted sales variances.
• Delivery of product/application expertise, dealer sales execution support, and product support to dealers and customers.
• Responsibility for implementation of go-to-market strategies.
• Accountable for achieving the PINS and POPS-C goals in their territory, and for the territorial product profitability view for their industry.
• Establishes and monitors general policies and guidelines for projects under his/her control to ensure specific, management goals are met and desired results are achieved.

What You Have (Basic Qualifications):

• Degree Requirement: Bachelor’s degree required; advanced degree and relevant professional certifications preferred.
• Relationship Management: Proven ability to lead and influence cross-functional teams across a highly matrixed organization.
• 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.
• 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.
• Effective Communication: Excellent communication, facilitation and relationship management skills with the ability to build trust and credibility at all levels of the organization.
• 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.
• Business Development: Knowledge of business development tools, techniques and approaches; ability to explore and develop potential areas of business growth for the organization.

Top Candidates Will Have:

• Familiarity with configuration tools and solution-based selling.
• Strong presentation skills with experience hosting workshops and demos.
• A track record of balancing multiple priorities and delivering results on time.
• Knowledge of Caterpillar’s go-to-market strategy and regional dealer network.

Additional Information:

International and domestic travel up to 60%