Descripción de la oferta
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.
MWM offers energy solutions based on high-performance gas engines, used in highly efficient combined heat and power (CHP) plants for decentralized energy generation. Our customized cogeneration power plants and integrated solutions support our customers in making their energy supply efficient, flexible, and future-proof. In 1871, Carl Benz laid the basis for MWM by founding the “Mechanical Workshop“ in Mannheim. Today, the MWM brand is part of Caterpillar Energy Solutions and combines more than 150 years of experience in the development and optimization of gas engines and generator sets for natural gas, biogas, and other special gases.
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 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 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 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 product
Developing and managing sales programs in alignment with long and short-term sales strategies
Managing 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 required
MBA will be considered as advantage
Skill Descriptors
Customer Focus:
Facilitates creation of the right products and services to resolve customer business issues
Fosters strong customer relationships via delivery on commitments, open communication, and on-going 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
Industry Knowledge:
Educates others on own organization in terms of the industry - its market position, niche (if any), etc..
Assesses how regulatory and reporting requirements apply to own organization.
Explains the development of industry segments - trends, consequences, key issues.
Decision Making and Critical Thinking:
Analyzes and discusses alternatives with multiple stakeholders
Monitors developments in critical-thinking and decision-making models for potential use by organization
Negotiating:
Ensures negotiators have awareness of complementary yet diverse interests
Successfully completes significant negotiations, both internal and external
Identifies similarities and differences in position and assesses impact on discussions.
Business Development:
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 perspective business partners
Value Selling:
Researches customer's 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)
Additional Information
Minimum 10 years commercial experience
People management experience to lead medium – large Team
Experience in power generation market (genset, turbines, boilers, …)
Above 50 % travel (international)
Business fluent English language (C2 or above)
Proficient with CRM system (preferably SFDC)
Advantage
German, French, Chinese, Arabic or Spanish language
Experience with relationship management of large international corporates
Oil & Gas experience
Your Benefits – What We Offer You
Varied, responsible, and challenging tasks
Excellent earning opportunities according to the Caterpillar compensation system
30 days of vacation
Company pension plan
Bicycle leasing / job ticket
This position requires working onsite five days a week. Relocation is available for this position.
Posting Dates: April 8, 2026 - May 30, 2026
Caterpillar is an Equal Opportunity Employer. Qualified applicants of any age are encouraged to apply.
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