Career Area
Sales
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.
Role Definition
Strategic Sales Director is the single most important pillar of MWM Commercial Strategy with responsibility of leading global Strategic Sales organization which includes Complex Mega Project, Strategic Corporate Accounts, Marketing & Business development. Strategic Sales Director is global leader overseeing key strategic grow pillar within MWM and is tasked to ensure MWM tight collaboration with global corporations in Power Generation, Oil & Gas, Chemical and other relevant sectors. Role has frequent interaction with senior leadership both within customers and within Caterpillar.
MWM Strategic Sales Director report directly into MWM Commercial Director.
Responsibilities
Leading global Strategic sales organization (ca 20 HCs) responsible forComplex Mega Project (CMP)Strategic Corporate Accounts (SCA)Business Development (BD)MarketingComplex Mega Project (CMP) is an organization accountable for development of large complex global pursuitsStrategic Corporate Account (SCA) is organization accountable to develop, nurture and maintain corporate relationships with global accountsBD & Marketing are supporting organizations working closely with both Regional & Strategic sales to meet MWM objectivesFull P&L accountability for genset and service businessIdentifying and analyzing organization's strengths and weaknesses, and responding to opportunities in sales environment (including developing a team capable of developing competitive Integrated Customer Offerings exceeding customer’s expectations)Supervising and coordinating the daily activities of staff engaged in promoting and selling a productDeveloping and managing sales programs in alignment with long and short-term sales strategiesManaging and directing a sales force to achieve sales and profit goals;Business Development: ensure the opportunity in the sales funnel is sufficient to deliver the Business Plan
Degree Requirement
Bachelor degree in technical field or commercial field requiredMBA will be considered as advantage
Skill Descriptors
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.
Facilitates creation of the 'right' products and services to resolve customer business issuesFosters strong customer relationships via delivery on commitments, open communication, and on-going feedback/improvementAdvises others on creating customer focused environments in various scenariosAnticipates customer needs, focusing efforts to proactively meet needs and exceed customer expectationsMeasures and observes customer satisfaction levels to ascertain and implement service improvement alternativesCommunicates and models the criticality of customer focus as an organizational strategy
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.
Educates others on own organization in terms of the industry - its market position, niche (if any), etc.Compares and contrasts the latest developments and emerging issues in the industryRaises coworkers' awareness of industry standards, practices and guidelines.Assesses how regulatory and reporting requirements apply to own organizationExplains the development of industry segments - trends, consequences, key issuesDiscusses industry-specific cycles and associated considerations
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.
Analyzes and discusses alternatives with multiple stakeholdersMonitors developments in critical-thinking and decision-making models for potential use by organizationCoaches others in decision-making models, processes, and practicesAnticipates special issues and considerations for effective decision-making during a crisisShares experiences regarding optimal timing and circumstances for refraining from or making decisionsDifferentiates between content and context of a decision
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.
Reviews others' writing or presentations and provides feedback and coaching.Adapts documents and presentations for the intended audienceDemonstrates both empathy and assertiveness when communicating a need or defending a positionCommunicates well downward, upward, and outwardEmploys 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.
Ensures negotiators have awareness of complementary yet diverse interestsSuccessfully completes significant negotiations, both internal and externalDetails the risks of negotiation breakdown from each party's perspectiveProtects own position, while demonstrating willingness to achieve win-winIdentifies similarities and differences in position and assesses impact on discussionsDetects and addresses lack of progress or a stalemate
Relationship Management: Knowledge of relationship management techniques; ability to establish and maintain healthy working relationships with clients, vendors, and peers.
Communicates to clients regarding expectations of all partiesParticipates in negotiating the terms of the business relationshipConducts periodic reviews of work effort, progress, issues, and successesMaintains productive, long-term relationships with clients or vendorsCreates opportunities to educate support teams on client prioritiesEmpowers others to establish collaborative, healthy relationships
Business Development: Knowledge of business development tools, techniques and approaches; ability to explore and develop potential areas of business growth for the organization.
Teaches others about a variety of tools and techniques for evaluating market potentialDevelops standard processes to maximize business efficiency and effectivenessCoaches others on the design and implementation of campaigns to present products to new marketsDevelops strategies to present new business ideas to small and large perspective business partnersAnalyzes alternative business development approaches and strategiesDesigns common and industry-specific benchmarks for business development
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.
Delivers bottom-line proof with credible third-party validation that proposed solutions deliver benefits of greater value than the competitionResearches customer's industry, strategies, environment and plans to support their business needsBuilds loyalty and 'partner versus vendor' relationships by helping customers understand, diagnose and resolve their complex business issuesProvides analysis tools to identify, quantify and qualify business issues and solution value components to help clients assess alternative business proposalsProvides highly solicited mentoring to various organizations regarding all aspects of 'value selling'Presents compelling business cases for very complex business issues, shifting proposed solution focus from cost to overall value (benefits/payback)
Additional Information;
RequiredMinimum 10 years commercial experiencePeople management experience to lead medium – large TeamExperience in power generation market (genset, turbines, boilers, …)Above 50 % travel (international)Business fluent English language (C2 or above)Proficient with CRM system (preferably SFDC)AdvantageGerman, French, Chinese, Arabic or Spanish languageExperience with relationship management of large international corporatesOil & Gas experience
Posting Dates
July 11, 2025 - August 7, 2025
Caterpillar is an Equal Opportunity Employer.
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