Strategic Sales Director

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.

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 organizations strengths and weaknesses and responding to opportunities in 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 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: 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 on-going feedback/improvement.
Advises others on creating customer focused environments in various scenarios.
Anticipates customer needs focusing efforts to proactively meet needs and exceed customer expectations.
Measures and observes customer satisfaction levels to ascertain and implement service improvement alternatives.
Communicates and models the criticality of customer focus as an organizational strategy.

Industry Knowledge: Knowledge of the organizations industry group trends directions major issues regulatory considerations and trendsetters; ability to apply industry knowledge appropriately to diverse situations.
Level Extensive Experience:
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 industry.
Raises coworkers awareness of industry standards practices and guidelines.
Assesses how regulatory and reporting requirements apply to own organization.
Explains the development of industry segments - trends consequences key issues.
Discusses 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.
Level Expert:
Analyzes and discusses alternatives with multiple stakeholders.
Monitors developments in critical-thinking and decision-making models for potential use by organization.
Coaches others in decision-making models processes and practices.
Anticipates special issues and considerations for effective decision-making during a crisis.
Shares experiences regarding optimal timing and circumstances for refraining from or making decisions.
Differentiates 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.
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 Extensive Experience:
Ensures negotiators have awareness of complementary yet diverse interests.
Successfully completes significant negotiations both internal and external.
Details the risks of negotiation breakdown from each partys perspective.
Protects own position while demonstrating willingness to achieve win-win.
Identifies similarities and differences in position and assesses impact on discussions.
Detects 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.
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.

Business Development: 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.
Coaches others on the design and implementation of campaigns to present products to new markets.
Develops strategies to present new business ideas to small and large perspective business partners.
Analyzes alternative business development approaches and strategies.
Designs 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.
Level Expert:
Delivers bottom-line proof with credible third-party validation that proposed solutions deliver benefits of greater value than the competition.
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.
Provides analysis tools to identify quantify and qualify business issues and solution value components to help clients assess alternative business proposals.
Provides 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;

• 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

Posting Dates:

Caterpillar is an Equal Opportunity Employer.

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