Strategic Sales Director (m/w/d)

Career AreaSalesJob DescriptionYour Work Shapes the World at Caterpillar Inc.When you join Caterpillar you are 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 do not just talk about progress and innovation; 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 DefinitionStrategic Sales Director is the single most important pillar of MWM Commercial Strategy with responsibility of leading the global Strategic Sales organization which includes Complex Mega Project, Strategic Corporate Accounts, Marketing and Business Development. Strategic Sales Director is the global leader overseeing the 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. The role has frequent interaction with senior leadership both within customers and within Caterpillar.MWM Strategic Sales Director reports directly to the MWM Commercial Director.ResponsibilitiesLeading global Strategic sales organization (≈20 HCs) responsible forComplex Mega Project (CMP)Strategic Corporate Accounts (SCA)Business Development (BD)MarketingComplex Mega Project (CMP) is an organization accountable for development of large complex global pursuitsStrategic Corporate Account (SCA) is an organization accountable to develop, nurture and maintain corporate relationships with global accountsBD & Marketing are supporting organizations working closely with both Regional & Strategic sales to meet MWM objectivesFull P&L accountability for genset and service businessIdentifying and analyzing organizational strengths and weaknesses and responding to opportunities in the 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 productDeveloping and managing sales programs in alignment with long‑term and short‑term sales strategiesManaging and directing a sales force to achieve sales and profit goalsBusiness Development: ensuring the opportunity in the sales funnel is sufficient to deliver the Business PlanDegree RequirementBachelor degree in a technical or commercial field requiredMBA considered an advantageSkill DescriptorsCustomer FocusKnowledge 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 issuesFosters strong customer relationships via delivery on commitments, open communication and ongoing feedback/improvementAnticipates customer needs focusing efforts to proactively meet needs and exceed customer expectationsCommunicates and models the criticality of customer focus as an organizational strategyIndustry KnowledgeKnowledge of the industry group’s trends, major issues, regulatory considerations and trendsetters; ability to apply industry knowledge appropriately to diverse situations. Level: Extensive Experience.Educates others on the organization in terms of the industry – its market position, niche (if any), etc.Assesses how regulatory and reporting requirements apply to the organizationExplains the development of industry segments – trends, consequences, key issuesDecision Making and Critical ThinkingKnowledge 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 stakeholdersMonitors developments in critical‑thinking and decision‑making models for potential use by the organizationNegotiatingKnowledge 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 are aware of complementary yet diverse interestsSuccessfully completes significant negotiations both internal and externalIdentifies similarities and differences in position and assesses impact on discussionsBusiness DevelopmentKnowledge 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 potentialDevelops standard processes to maximize business efficiency and effectivenessDevelops strategies to present new business ideas to prospective business partne