Job Summary

Drive profitable growth within the assigned territory by developing customer relationships, identifying sales opportunities, delivering value-based solutions, and managing the end-to-end sales process while ensuring compliance and customer satisfaction.

Key Accountabilities

• Manage and grow the assigned territory by identifying opportunities and achieving sales objectives.
• Develop and maintain strong customer relationships through regular engagement and proactive account management.
• Generate, qualify, and convert opportunities by managing the sales pipeline from prospecting to order closure.
• Prepare and present technical and commercial proposals aligned with customer requirements and company objectives.
• Negotiate commercial terms within approved authority limits while protecting profitability.
• Maintain accurate CRM records, forecasts, and market intelligence.
• Collaborate with Product Support, Parts, Service, Finance, and Credit teams to deliver customer solutions.
• Drive customer satisfaction through value-based selling and effective post-sale support.
• Monitor market trends, competitor activities, and customer developments to identify growth opportunities.
• Ensure compliance with company policies, governance requirements, and ethical selling standards.
• Support smooth order execution, delivery coordination, and documentation processes.
• Contribute to continuous improvement and business development initiatives.
• This approach is usually cleaner and more consistent with executive-level JD standards.

Knowledge, Skills and Aptitude

• Educational Qualifications and Certifications: Bachelor's Engineering degree or equivalent business/technical qualification. Relevant in-company sales, product, safety, compliance and SEP training.
• Knowledge: Strong knowledge of Caterpillar products, applications, customer segments, territory dynamics, projects, competitors' strengths/weaknesses, financing terms and lifecycle value drivers.
• Technical Skills: Ability to use CAT and internal tools such as FPC, VE, CRM, Excel and PowerPoint. Able to understand equipment features, applications, productivity benefits and communicate them clearly to customers.
• Language Skills: Advanced proficiency in English and Arabic.
• Experience: Minimum 5 years with Zahid as Salesman or equivalent heavy equipment sales experience with a proven record of target achievement, customer coverage and professional sales discipline.

Key Interactions

• Key Internal Contacts: Franchise Sales Manager.Regional Sales Manager / Branch Manager.Product Managers / Application Engineers.Product Support / Service / Parts / CVA Team.Sales Administration / Credit / Finance.Rental / Used Equipment Teams

• Purpose of Interaction: Review targets, pipeline, pricing, approvals, challenges, opportunities and proposed actions.Align on territory priorities, customer issues, branch coordination and escalation matters.Validate specifications, attachments, product selection, application suitability and technical value proposition.Coordinate after-sales commitments, CVA positioning, handover, planned service visits and customer experience.Coordinate quotations, tenders, documentation, financing, credit requirements, invoicing, delivery and commission-related matters.Identify rental, used equipment and trade-in opportunities and coordinate customer options.

• Key External Contacts: Customers / Prospects / Consultants.Project Owners / Procurement Teams

• Purpose of Interaction: Opportunity development, negotiation, follow-up and relationship management.Site decision makers for opportunity development, negotiation and follow-up.

• Direct Reports: NA