Territory Manager China

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.

About MWM

MWM a Major Brand With 150 Years of Experience in Distributed Energy Generation

Since 1871 we have been developing and producing sustainable gas engines and gensets in Mannheim. With its MWM brand Caterpillar Energy Solutions can look back on a tradition more than 150 years old always guided by the pioneer spirit of our founders Carl Benz and August Ritter. The enthusiasm and innovative strength of our engineers have always continued to yield new cutting-edge solutions. They contributed to MWMs becoming what it is today one of the leading and most renowned brands in the field of gas engines and gensets.
We thus continued to improve the output rating efficiency and reliability of the MWM cogeneration systems and gas engines that are distributed from Mannheim throughout the globe today. The result: We have become one of the worlds leading suppliers of highly efficient and eco-friendly complete systems for distributed energy and heat generation (combined heat and power cogeneration systems).

With our deep understanding of the entire value chain we are a reliable partner in the development of customized and efficient energy solutions.

Role Summary

• Coordinates all sales activities for a specific client for large and complex energy projects.

What you will do

• Sales representative of the MWM brand in China for large and complex energy projects

• Drives MWM business growth in the region both from new engines sales and aftermarket service perspective related to the selected projects

• Business Development of new customers in close coordination with the regional MWM sales team focussing on industrial applications (Refining Petrochemical Chemical Power Generation Datacenter etc.)

• Close collaboration with EPC (Engineering Procurement Construction) design and engineering and other companies involved in project development to ensure early engagement of MWM on all relevant projects.

• Support of the development of the MWM presence including participation in industrial workshops conferences and trade fairs (in collaboration with regional sales and MWM head office)

• Preparation of technical and commercial proposals in collaboration with other stakeholders within the MWM head office

• Management and coordination of technical and commercial proposal negotiation with both direct customers and other stakeholders for the selected projects

• Ensuring a high level of forecasting accuracy for incoming orders and working closely with the Head Office on product delivery time

Skill you must have

• 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.

• 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.

• 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.

• 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.

• Relationship Management: Knowledge of relationship management techniques; ability to establish and maintain healthy working relationships with clients vendors and peers.

• Account Management: Knowledge of account management; ability to manage day-to-day activities providing services and support to existing clients.

• 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.

Top candidates will also have:

• Power generation project experience

• Technical background

Degree and experience requirements:

• Completed engineering or business degree.

• Specialization in mechanical engineering/industrial engineering/electrical engineering or equivalent will be considered an advantage.

• At least 5 years of successful experience in international sales and/or project management in industrial environments

• Extensive knowledge of Industrial customers in China with special attention on Refining Chemical Petrochemical Power Generation other major industries in the region with be considered a strong advantage.

• Fluent in spoken and written English and Chinese (at least level C1) other languages will be considered an advantage.

• High level of initiative open-mindedness and intercultural competence to create a team atmosphere.

• Professional and confident appearance and the ability to represent the company in front of a C suite of major customers in the region.

• Above-average commitment and willingness to travel (at least 50% of the time)

Additional Information

• Travel: up to 50% in assigned territories

• Not eligible for ISE or payroll transfer

• No relocation package offered.

• Work location: VEB Caterpillar Energy System Technology (Beijing) Co. Ltd.

(alternatively: Shanghai: JG Caterpillar (China) Investment )

What We Offer:

From day one youre 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.

You power our success and we are committed to empowering yours. After all when your work can impact the entire world its important to do work that matters.

This position requires the candidate to work a 5-day-a-week schedule in the office.

About Caterpillar

Caterpillar Inc. is the worlds leading manufacturer of construction and mining equipment off-highway diesel and natural gas engines industrial gas turbines and diesel-electric locomotives. For nearly 100 years weve been helping customers build a better more sustainable world and are committed and contributing to a reduced-carbon future. Our innovative products and services backed by our global dealer network provide exceptional value that helps customers succeed.

Posting Dates:

Caterpillar is an Equal Opportunity Employer. Qualified applicants of any age are encouraged to apply

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