Sales Manager

Leírás

Career Area:

Job Description:

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Position Summary

The Regional Manager – Oil & Gas is responsible for leading the sales, business development, and strategic growth of generator set (genset) and power solutions business across the Middle East and Central Asia region. The role has full commercial responsibility for delivering revenue, profitability, market share, and customer satisfaction objectives within the oil and gas sector.

The Regional Manager will lead a team of Director Account Managers focused on strategic oil and gas customers, as well as Distribution Sales Managers responsible for channel partner development and indirect sales growth. The position requires strong leadership, strategic planning, key account management, and deep understanding of the upstream, midstream, and downstream energy markets.

Key Responsibilities

Regional Business Leadership

* Develop and execute regional sales strategies to achieve annual revenue, margin, and market share targets.

* Drive sustainable growth of genset, power generation, and related aftermarket solutions throughout the Europe, Middle East and Central Asia.

* Build and maintain a robust sales pipeline across major oil and gas operators, drilling contractors, EPC contractors, and service companies.

* Identify emerging market opportunities, competitive threats, and industry trends.

Strategic Account Management

* Lead a team of Director Account Managers responsible for major regional and global oil and gas accounts.

* Develop executive-level relationships with key customers including national oil companies, international oil companies, drilling contractors, and EPC organizations.

* Support complex commercial negotiations and long-term supply agreements.

* Ensure alignment of account strategies across countries and business units.

Distribution Channel Leadership

* Lead and develop Distribution Sales Managers responsible for dealer and distributor networks.

* Establish channel growth strategies, performance metrics, and capability development plans.

* Strengthen distributor engagement and drive market penetration through indirect sales channels.

* Ensure distributors maintain strong technical, service, and sales competencies.

Commercial Excellence

* Deliver accurate sales forecasting and business planning.

* Monitor regional sales performance and implement corrective actions when required.

* Lead pricing strategy, contract negotiations, and major bid approvals.

* Collaborate with finance, legal, and operations teams to optimize commercial outcomes.

Customer & Market Development

* Support major tenders and projects from opportunity identification through contract execution.

* Represent the company at industry conferences, customer events, and trade exhibitions.

* Gather customer feedback and market intelligence to support product and service development.

Team Leadership

* Provide coaching, mentoring, and performance management for Director Account Managers and Distribution Sales Managers.

* Build a high-performance culture focused on accountability, customer success, and profitable growth.

* Develop succession plans and talent development initiatives across the region.

* Foster collaboration across sales, marketing, product support, and service organizations.

Cross-Functional Collaboration

* Work closely with product groups, engineering, operations, and aftermarket teams to ensure customer requirements are met.

* Coordinate regional strategies with global account teams and executive leadership.

* Support implementation of new products, technologies, and sustainability initiatives.

Qualifications

Education

* Bachelor’s degree in Engineering, Business, Marketing, or related field.

* MBA or advanced business qualification preferred.

Experience

* 10+ years of sales, business development, or commercial leadership experience within the power generation, heavy equipment, oil and gas, or industrial sectors.

* Proven success managing regional sales organizations across multiple countries.

* Experience leading both direct sales teams and distributor networks.

* Strong understanding of generator sets, power systems, and oil and gas operations.

* Demonstrated experience managing large strategic accounts and complex commercial negotiations.

Preferred Industry Experience

* Oil & gas production and drilling operations.

* Power generation equipment and energy solutions.

* EPC and major project sales.

* Rental power and temporary power applications.

* National Oil Companies (NOCs) and International Oil Companies (IOCs).

Key Competencies

* Strategic Leadership

* Executive Relationship Management

* Commercial Acumen

* Distributor Development

* Negotiation and Contract Management

* Financial Analysis and Forecasting

* Cross-Cultural Leadership

* Business Development

* Team Coaching and Talent Development

* Customer-Centric Selling

Performance Metrics

* Revenue and profit growth.

* Regional market share expansion.

* Strategic account retention and growth.

* Distributor performance and capability development.

* Forecast accuracy.

* New customer acquisition.

* Aftermarket sales growth.

* Employee engagement and team performance.

* Customer satisfaction and loyalty metrics.

Travel Requirements

* Frequent travel (~40%) across the Europe, Middle East and Central Asia.

* Ability to engage with customers, distributors, and internal stakeholders throughout the region.

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Posting Dates:

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

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