Sales Manager. Power Generation

**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.

Oversees and coordinates all sales and various solution programs of new turbomachinery systems, construction services and aftermarket services as part of initial new project sales within an assigned geographic area and for specific customer accounts.

**Responsibilities**:

- Applies knowledge of turbomachinery products and services in the Power Generation market to identify sales opportunities, propose solutions, and to convince customers that the company’s products are differentiated in the market and that Solar Turbines is the best partner to meet their long-term needs.
- Ensures all activities to fulfill contracts are in compliance with all company policies.
- Capture bookings to meet the sales plan and forecast for the assigned accounts to achieve targets/plans.
- This position is an individual contribution role, requiring independent work and accountability.

**Degree**Requirement**

Electrical/ Mechanical/ Power Plant Engineering Degree or equivalent experience desired.

10-15 years’ experience in power / oil & gas/ refinery/ petrochemical/ chemical industry with at least 5 years of new equipment turbomachinery sales / business development experience. Gas Turbine experience is preferred.

**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.

**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.
- 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 Extensive**Experience**:

- Differentiates assumptions, perspectives, and historical frameworks.
- Evaluates past decisions for insights to improve decision-making process.
- Assesses and validates decision options and points and predicts their potential impact.
- Advises others in analyzing and synthesizing relevant data and assessing alternatives.
- Uses effective decision-making approaches such as consultative, command, or consensus.
- Ensures that assumptions and received wisdom are objectively analyzed in decisions.

**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 party's 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 stalem