Senior Sales Rep Paving

About Caterpillar Inc.

Caterpillar Inc. is a global manufacturer of construction and mining equipment, engines, industrial gas turbines, and diesel-electric locomotives. The company focuses on building a more sustainable world and contributing to a reduced-carbon future through its products and services. Caterpillar operates across every continent through its primary segments: Construction Industries, Resource Industries, Energy & Transportation, and Financial Products.

Role Overview

Caterpillar Inc. is seeking a Senior Sales Rep Paving to join the Customer Facing team within the Customer Solutions Growth Regions Division. This full-time position is based in Riyadh, Saudi Arabia. The role involves partnering with the dealer network to enhance sales capabilities, expand market share, and deliver paving solutions to customers across the Middle East territory, including Türkiye, Saudi Arabia, the Gulf region, Jordan, Lebanon, and Palestine. The Senior Sales Representative will act as an advisor to dealers, supporting opportunity identification, sales strategy development, and growth plan execution.

Key Responsibilities

• Lead and strengthen relationships with Caterpillar dealers, ensuring alignment with business objectives and market growth strategies.
• Drive sales growth of paving equipment and solutions by supporting dealers with forecasting, territory planning, and go-to-market strategies.
• Coach and develop dealer sales teams to enhance product knowledge, sales effectiveness, and market competitiveness.
• Support new product launches and assist dealers in capitalizing on emerging market opportunities.
• Conduct regular business and performance reviews, identifying gaps and implementing corrective actions to achieve sales targets.
• Partner with dealers and customers to uncover selling opportunities, improve customer satisfaction, and build long-term business relationships.
• Guide commercial actions and dealer programs while ensuring compliance with Caterpillar's business processes and governance standards.
• Serve as the market expert for paving applications, providing technical and commercial support to dealers and customers.

Qualifications and Experience

• Bachelor’s degree in mechanical engineering or a related technical field, or equivalent industry experience.
• Minimum of 7 years of experience in sales, business development, or dealer management within the construction, heavy equipment, or industrial sectors.
• Strong commercial acumen combined with a solid technical understanding of heavy machinery and paving applications.
• Proven experience working across the Middle East market with a strong understanding of regional business dynamics.
• Demonstrated ability to influence, coach, and develop dealer networks to achieve sustainable growth.
• Strong relationship-building, negotiation, and stakeholder management skills.

Required Skills

• Customer Focus: Ability to align customer needs and satisfaction as primary considerations in business decisions and leverage this information for customized solutions.
• Industry Knowledge: Understanding of Paving products, trends, and major issues, with the ability to apply this knowledge to diverse situations.
• Decision Making and Critical Thinking: Knowledge of decision-making processes and tools, with the ability to analyze situations and reach productive decisions.
• Effective Communications: Understanding of communication concepts and techniques, with the ability to transmit, receive, and interpret information effectively.
• Negotiating: Knowledge of successful negotiation concepts and techniques, with the ability to negotiate constructively across the organization and with external parties.
• Relationship Management: Knowledge of techniques to establish and maintain healthy working relationships with clients, vendors, and peers.
• Business Development: Knowledge of tools, techniques, and approaches for exploring and developing potential areas of business growth.
• Value Selling: Knowledge of principles and practices for selling products, technology, and services, with the ability to articulate product/service value and differentiate offerings.

Additional Information

This position requires up to 50% travel within the assigned territory. Visa sponsorship is not available for this role.