Strategic Sales Director
9 hours ago
Tres Cantos
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. 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 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. Role has frequent interaction with senior leadership both within customers and within Caterpillar. Strategic Sales Director reports directly into MWM Commercial Director. Responsibilities Lead global strategic sales organization (ca 20 HCs) responsible for Complex Mega Projects (CMP), Strategic Corporate Accounts (SCA), Business Development (BD) and Marketing. Oversee CMP, accountability for developing large complex global pursuits. Oversee SCA, accountable to develop, nurture and maintain corporate relationships with global accounts. Support BD & Marketing to work closely with regional & strategic sales to meet MWM objectives. Full P&L accountability for genset and service business. Identify and analyze organization strengths and weaknesses, responding to opportunities in sales environment. Supervise and coordinate daily activities of staff promoting and selling products. Develop and manage sales programs aligned with long- and short-term sales strategies. Manage and direct a sales force to achieve sales and profit goals. Ensure business development opportunities in the sales funnel are sufficient to deliver the business plan. Degree Requirement Bachelor degree in technical or commercial field required. MBA considered an 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 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. 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. 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: 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 stakeholders. Monitors developments in critical-thinking and decision-making models for potential use by organization. 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 interests. Successfully completes significant negotiations, both internal and external. Identifies similarities and differences in position and assesses impact on discussions. 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 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. 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. 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 Required: 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. #J-18808-Ljbffr
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