Africa Growth and Execution Manager

Career Area:

Job Description:

Your Work Shapes the World at Caterpillar Inc.

When you join Caterpillar yourejoining 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 dontjust 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.

We are looking for an Africa Growth and Execution Manager join our Sales & Marketing Africa team working within one of the Constructions Industries newly formed divisions Customer Solutions Growth Regions.

At Caterpillar were 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. Were exploring new ideas and opportunities innovating to discover the breakthroughs necessary for tomorrows 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.

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 Sales & Marketing Africa team that is the customer-facing 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: Leads development and execution of the mid-to-long-term business development strategy with the business partners in a given territory or market.

What You Will Do:

• Leads cross-functional collaboration with business partners across the organization and outside consultants to gain industry trends and collect voice of the customer and voice of the business to propose ideas for business growth.

• Manages metrics dashboards and supporting management tools in place to monitor performance and develop processes to increase the sale

• Planning and directing all projects viewed as critical to department and the enterprise

• Gather information and assess the market including competitive issues market dynamics market service needs and the company position in the industry by securing a leadership role within the trade associations technical bodies and schools particular to this sector.

What will Put you Ahead (Preferred Skills):

• 10 years experience in leading strategic projects in Africa in construction industry or similar industries

• Fluent in English and French. Mandarin is a plus

• Have lived and worked in Africa for at least 5 years developing and executing growth strategies in strategic sectors (construction mining industry etc.

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 Working Knowledge:

• Communicates the importance of customer needs/expectations and commits to resolving them.

• Researches and verifies customer needs and expectations.

• Solicits customer satisfaction feedback and acts on improvement opportunities.

• Helps link organizational objectives to customer needs and expectations.

• Meets regularly with customers to understand their wants needs and expectations.

Data Gathering & Analysis: Knowledge of data gathering and analysis tools techniques and processes; ability to collect and synthesize data from a variety of stakeholders and sources in an objective manner to reach a conclusion goal or judgment.
Level Extensive Experience:

• Advises on advanced data gathering and analysis methodologies and technologies.

• Oversees data gathering and analysis activities within the organization.

• Documents sources and validates the accuracy of data analysis by evaluating the pros and cons of data analysis methods used.

• Implements procedures and policies within a data processing function.

• Teaches others how to improve the validity and reliability of data used in various analyses.

• Evaluates best practices of data gathering and analysis within the industry.

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 Extensive Experience:

• Differentiates assumptions perspectives and historical frameworks

• Evaluates past decisions for insights to improve decision-making process.

• Assesses and validates decision options and points and predicts their potential impact.

• Advises others in analyzing and synthesizing relevant data and assessing alternatives.

• Uses effective decision-making approaches such as consultative command or consensus.

• Ensures that assumptions and received wisdom are objectively analyzed in decisions.

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 Extensive Experience:

• Reviews others writing or presentations and provides feedback and coaching.

• Adapts documents and presentations for the intended audience.

• Demonstrates both empathy and assertiveness when communicating a need or defending a position.

• Communicates well downward upward and outward.

• Employs appropriate methods of persuasion when soliciting agreement.

• Maintains focus on the topic at hand.

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 Working Knowledge:

• Works to achieve win-win in negotiations rather than taking a win-lose approach.

• Focuses on issues rather than personalities.

• Uses active listening and probing techniques to surface problems issues and interests.

• Demonstrates a willingness to examine own position.

• Presents own position and listens attentively to position of others.

Relationship Management: Knowledge of relationship management techniques; ability to establish and maintain healthy working relationships with clients vendors and peers.
Level Extensive Experience:

• Communicates to clients regarding expectations of all parties.

• Participates in negotiating the terms of the business relationship.

• Conducts periodic reviews of work effort progress issues and successes.

• Maintains productive long-term relationships with clients or vendors.

• Creates opportunities to educate support teams on client priorities.

• Empowers others to establish collaborative healthy relationships.

Strategic Thinking: Knowledge of the importance of big picture thinking and planning; ability to apply organizational acumen and competitiveness to identify and maintain focus on key success factors for the organization.
Level Extensive Experience:

• Directs strategic alliances and partnerships for mutual benefit.

• Makes sound business decisions on behalf of the group when faced with complex and contradictory alternatives.

• Builds the strategic thinking capability of the group.

• Interprets available data and analyses when creating business plans.

• Recommends ways to position the organization for long-term competitiveness.

• Prepares the groups response to key marketplace trends opportunities and vulnerabilities.

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 Working Knowledge:

• Uses value selling techniques to successfully engage customers.

• Researches the customers industry and organization before attempting sales calls.

• Discusses issues and considerations regarding current value selling practices and recommends potential improvements.

• Quantifies proposed costs benefits and value in customer terms.

• Defines and documents value-added activities and their benefits to customers beyond the initial sales transaction.

Additional Information:

• Must be able to travel (Domestic & International)

About Caterpillar

Caterpillar Inc. is the worlds leading manufacturer of construction and mining equipment off-highway diesel and natural gas engines industrial gas turbines and diesel-electric locomotives. For 100 years weve 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. Caterpillar does business on every continent principally operating through three primary segments Construction Industries Resource Industries and Energy & Transportation and providing financing and related services through our Financial Products segment.

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

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