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Your Work Shapes the World at Caterpillar Inc.

When you join Caterpillar you are 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 do not just talk about progress and innovation; 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.

Strategic Sales Director is the single most important pillar of MWM Commercial Strategy with responsibility of leading the global Strategic Sales organization which includes Complex Mega Project, Strategic Corporate Accounts, Marketing and Business Development. Strategic Sales Director is the global leader overseeing the key strategic growth pillar within MWM and is tasked to ensure MWM tight collaboration with global corporations in Power Generation, Oil & Gas, Chemical and other relevant sectors. The role has frequent interaction with senior leadership both within customers and within Caterpillar.

MWM Strategic Sales Director reports directly to the MWM Commercial Director.

• Leading global Strategic sales organization (≈20 HCs) responsible for
  • Complex Mega Project (CMP)
  • Strategic Corporate Accounts (SCA)
  • Business Development (BD)
  • Marketing
• Complex Mega Project (CMP) is an organization accountable for development of large complex global pursuits
• Strategic Corporate Account (SCA) is an organization accountable to develop, nurture and maintain corporate relationships with global accounts
• BD & Marketing are supporting organizations working closely with both Regional & Strategic sales to meet MWM objectives
• Full P&L accountability for genset and service business
• Identifying and analyzing organizational strengths and weaknesses and responding to opportunities in the sales environment (including developing a team capable of developing competitive Integrated Customer Offerings exceeding customers’ expectations)
• Supervising and coordinating the daily activities of staff engaged in promoting and selling a product
• Developing and managing sales programs in alignment with long‑term and short‑term sales strategies
• Managing and directing a sales force to achieve sales and profit goals
• Business Development: ensuring the opportunity in the sales funnel is sufficient to deliver the Business Plan

• Bachelor degree in a technical or commercial field required
• MBA considered an advantage

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: Extensive Experience.

• Facilitates creation of the right products and services to resolve customer business issues
• Fosters strong customer relationships via delivery on commitments, open communication and ongoing feedback/improvement
• Anticipates customer needs focusing efforts to proactively meet needs and exceed customer expectations
• Communicates and models the criticality of customer focus as an organizational strategy

Knowledge of the industry group’s trends, major issues, regulatory considerations and trendsetters; ability to apply industry knowledge appropriately to diverse situations. Level: Extensive Experience.

• Educates others on the organization in terms of the industry – its market position, niche (if any), etc.
• Assesses how regulatory and reporting requirements apply to the organization
• Explains the development of industry segments – trends, consequences, key issues

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: Expert.

• Analyzes and discusses alternatives with multiple stakeholders
• Monitors developments in critical‑thinking and decision‑making models for potential use by the organization

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: Extensive Experience.

• Ensures negotiators are aware of complementary yet diverse interests
• Successfully completes significant negotiations both internal and external
• Identifies similarities and differences in position and assesses impact on discussions

Knowledge of business development tools, techniques and approaches; ability to explore and develop potential areas of business growth for the organization. Level: Extensive Experience.

• Teaches others about a variety of tools and techniques for evaluating market potential
• Develops standard processes to maximize business efficiency and effectiveness
• Develops strategies to present new business ideas to prospective business partners
• Analyzes alternative business development approaches and strategies

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: Expert.

• Researches customers’ industry strategies, environment and plans to support their business needs
• Builds loyalty and partner‑versus‑vendor relationships by helping customers understand, diagnose and resolve their complex business issues
• Presents compelling business cases for very complex business issues, shifting proposed solution focus from cost to overall value (benefits/payback)

• Required
  • Minimum 10 years commercial experience
  • People‑management experience to lead a medium‑large team
  • Experience in the power generation market (genset, turbines, boilers)
  • Above 50% international travel
  • Business‑fluent English (C2 or above)
  • Proficient with a CRM system (preferably SFDC)
• Advantage
  • German, French, Chinese, Arabic or Spanish language skills
  • Experience with relationship management of large international corporates
  • Oil & Gas experience

From day one you’ll be set up to thrive at Caterpillar: helpful training, relatable mentors, global experience, competitive salary package, work‑life balance and the growth opportunities you expect with a Fortune 100 company.

We value authenticity and encourage candidates to submit original, personally crafted responses throughout our hiring process. Use of AI‑generated content may disadvantage your application.

Visa sponsorship is available for eligible applicants.

June 18 2025 - June 25 2025

Caterpillar is an Equal Opportunity Employer.

Director