Territory Manager

Career Area:

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.

About FG WILSON 
For over 50 years, FG Wilson generator sets have been trusted to provide essential power to a wide range of applications globally. From 6.8 to 2,500 kVA, FG Wilson offers one of the widest ranges of diesel-fuelled generator sets, built in modern facilities in Brazil, China and India. 

Over our long history, FG Wilson generator sets have been installed in more than 150 countries worldwide. You’ll find our generator sets installed in many of the world’s most iconic buildings, in hospitals, banks, airports, data centres, factories, construction sites, hotels, offices and telecommunications networks, quietly guaranteeing that they are never without electric power.

What you will do:

In this pivotal role, you will lead and manage channel partner relationships to market the FG WILSON brand, products, and services in North & Eastern Africa Region. Assisting in the development of business growth and sales capabilities.

•    Territory Manager of the FG WILSON brand in North & East Africa Region. 
•    Support of FG WILSON product portfolio business growth in the region, including new genset sales and aftermarket services
•    Business Development of new customers in region through direct and indirect (Partners) channels.
•    Close collaboration with EPC (Engineering, Procurement, Construction) and Engineering Consulting companies to ensure early engagement of FG WILSON on all relevant projects.
•    Support of existing customers in the region through direct and indirect (Partner) channels.
•    Continuous development of the FG WILSON presence in the assigned regions, including organization and participation in industrial workshops, conferences and trade fairs (in collaboration with FG WILSON head office).
•    Supervision of preparation of technical and commercial proposals in collaboration with other stakeholders within FG WILSON head office.
•    Management and support of technical and commercial proposal negotiations in coordination with relevant decision-makers in FG WILSON, with both Direct customers and Partners
•    Responsible for high level of forecast accuracy for incoming orders and working closely with line management to ensure timely product delivery

Skills you will have
 

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 analyse 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.

Degree and experience requirements: 

•    Completed engineering or business degree - Specialization in mechanical engineering/industrial engineering/electrical engineering or equivalent will be considered an advantage.
•    At least 4 years of successful experience in international sales and/or project management in industrial environments
•    Extensive knowledge of the diesel genset market in assigned regions (Mainly North & East Africa), will be considered a strong advantage.
•    Fluent in English & Arabic.
•    High level of initiative, open-mindedness, and intercultural competence to create a team atmosphere.
•    Professional and confident appearance and the ability to represent the company in front of a C suite of major customers in the region.
•    Above-average commitment and willingness to travel (at least 50% of the time)

Additional Information
•    Travel requirements: 50% within North & East Africa Region

About Caterpillar

Caterpillar Inc. is the world’s leading manufacturer of construction and mining equipment, off-highway diesel and natural gas engines, industrial gas turbines, and diesel-electric locomotives. For nearly 100 years, we’ve been helping customers build a better, more sustainable world and are committed and contributing to a reduced-carbon future. Our innovative products and services, backed by our global dealer network, provide exceptional value that helps customers succeed.

Posting Dates:

Caterpillar is an Equal Opportunity Employer.  Qualified applicants of any age are encouraged to apply

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