Sales Transformation Consultant

Caterpillar Financial Services Corporation; Gauteng; On-site; ZAR 300 000 - 400 000; Full time

Job summary

An international machinery company is seeking a Sales Transformation Consultant to join their Customer Facing team in Gauteng, South Africa. The role involves consulting with product groups to maximize customer solutions and drive sales strategies tailored to the African market. Candidates should have proven experience in change management, particularly in the construction industry, alongside strong data-driven decision-making skills. The company values diversity and commitment towards sustainable customer solutions.

Qualifications

• Proven experience in change management.
• Hands-on field position experience.
• Background in the construction industry/industrial sales.

Responsibilities

• Consult with product groups and dealers to implement customer solutions.
• Design business plans to capitalize on sales opportunities.
• Resolve product-related issues and oversee customer requirements.
• Develop new prospects and introduce products and services.

Skills

Change management

Field position experience

Construction industry knowledge

Experience in African regions

Data-driven mindset

French proficiency

Job description

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 a Sales Transformation Consultant to join our Customer Facing team within one of Construction Industries’ newly formed divisions: Customer Solutions Growth Regions.

About Customer Solutions Growth Regions Division

This team, alongside 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

Supports achievement of the business plan by monitoring the business and generating recommendations that contribute to both the short‑term and long‑term initiatives of these plans.

What You Will Do (Responsibilities)

• Consulting with the product groups, districts, and dealers in developing and implementing customer solutions designed to maximize product value and price.
• Designing correct business plan shortfalls and capitalizing on identified incremental sales opportunities.
• Resolving issues related to the products and overall commercial performance in the territory; oversees PINS trends, demand fluctuations, and basic customer requirements.
• Developing new prospects, establishing customers, and finding opportunity to introduce an organization's products and services.

What Will Put You Ahead (Preferred Skills)

• Proven experience in change management
• Hands‑on field position experience
• Background in the construction industry / industrial sales
• Demonstrated expertise and experience working in African regions
• Strong data‑driven mindset, with expertise in strategic planning and communication
• Proficiency in French is an added advantage

What You Have (Basic Skills Required)

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 ongoing 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.

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.

Level Working Knowledge

• Discusses industry‑specific flagship products and services.
• Demonstrates current knowledge of the regulatory environment for industry segment.
• Describes the contribution of own function as it relates to the industry segment.
• Participates in major industry professional associations; subscribes to industry‑specific publications.
• Currently works with a major industry segment and associated functions and features.

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 Working Knowledge

• Applies an assigned technique for critical thinking in a decision‑making process.
• Identifies, obtains, and organizes relevant data and ideas.
• Participates in documenting data, ideas, players, stakeholders, and processes.
• Recognizes, clarifies, and prioritizes concerns.
• Assists in assessing risks, benefits and consideration of alternatives.

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.
• Make 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 Basic Understanding

• Describes qualities of effective and ineffective negotiations.
• Explains the basic concepts of negotiating.
• Accesses organizational policies and practices for negotiating.
• Utilizes techniques for establishing rapport and building trust.

Relationship Management

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

Level Working Knowledge

• Provides prompt and effective responses to client requests and interactions.
• Monitors client satisfaction levels on a regular basis.
• Alerts own team to problems in client satisfaction.
• Differentiates the roles and responsibilities in a business relationship.
• Works with clients to address critical issues and resolve major problems

Business Development

Knowledge of business development tools, techniques and approaches; ability to explore and develop potential areas of business growth for the organization.

Level Basic Understanding

• Describes the main technologies and tools used in similar or competing products or services.
• Identifies industry groups that would benefit from the organization’s products and services.
• Identifies potential markets for the organization’s products or services.
• Assesses the key components of an organization’s business development plan.

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 Basic Understanding

• Presents product, technology or service costs and benefits in reaction to prospect or customer requests.
• Describes general concepts, practices and benefits of value‑based versus product selling.
• Documents proposed product/service solutions to be presented to potential customers.
• Pursues additional 'value selling' education or training to enhance traditional sales practices

Additional Information

• Must be able to travel up to 30% (Domestic & International)

Equal Opportunity Statement

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