Strategic Sales Director

**Career Area**:
Sales

**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.

**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**: 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 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
- 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.
- 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.
- 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
- 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