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.
Career Area
Sales
Role Definition
Leads and manages dealers' relationships to market company products and services and assists in the development of dealer sales capability in Australia and New Zealand region (ANZ).
Responsibilities
* Understanding of business model and acting within the business process guidance on review and approval for variance programs and commercial actions.
* Designing and assisting dealers on the forecast, sales/rental/used strategy planning, and sales techniques; supporting the rollout of new products.
* Performing regular sales performance reviews with dealers and ensuring implementation of corrective actions where needed.
* Leading the selling opportunities identification, customer satisfaction improvement and business relationship enhancement.
Key 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.
* 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.
* 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 behaviours.
* 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.
* Relationship Management: Knowledge of relationship management techniques; ability to establish and maintain healthy working relationships with clients, vendors, and peers.
* Business Development: Knowledge of business development tools, techniques and approaches; ability to explore and develop potential areas of business growth for the organization.
* 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.
Ideal Candidates
* Dealer facing experience, worked with dealer or distributor
* Electric Power industry experience
* Engine related experience within oil and gas, marine, automotive industry experience would be an advantage
* Aftermarket sales – parts sales and service
Additional Information
* This position requires working onsite five days a week.
* Caterpillar is not currently hiring individuals for this position who now or in the future require sponsorship for employment visa status; however, as a global company, Caterpillar offers many job opportunities outside of Australia which can be found through our employment /careers.
* International Assignment / Relocation is not available.
Posting Dates
February 26, 2026 - March 11, 2026
Caterpillar is an Equal Opportunity Employer. Qualified applicants of any age are encouraged to apply
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