Business Development Manager

Career Area

Sales

Job Description

Your Work Shapes the World at Caterpillar Inc.

When you join Caterpillar, youre 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 dont 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.

What will Caterpillar do for you?

From day one, you’re 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.

About EPD

Caterpillars Electric Power Division (EPD) offers integrated solutions, parts, and services to meet the needs of our various commercial and industrial electric power customers. EPD supports a wide range of customer applications across the globe, including providing emergency power when natural disasters strike, providing back-up or continuous power to bans and data centers, including Combined Heat and Power to hospitals, and supporting infrastructure for municipalities, with power plants for continuous or peaking applications, and waste to power applications, and more. With a rich history of more than 95 years in the electric power business, our team has world-class expertise and a proven ability to adapt to changing demands. We’re committed to providing sustainable and reliable solutions to our customers. Join our team to help build a better, more sustainable world for future generations!

Caterpillar has an exciting opportunity for a Business Development Manager, focused on growing the electric power plant business in the Africa and Middle-East (AME) regions.

Role Definition

the Business Developer is responsible for leading all efforts related to establish strong customer relationship, create business leads and sales for new products (Prime Power), and associated Balance of Plant equipment (switchgear, Enclosure, CHP…). Our efforts enable us to achieve close customer relationships, account development and market leadership. You will be responsible for planning, setting, and achieving the Business Plan while driving overall sales and Go-To-Market strategies to promote the company’s products and services.

You will be part of a team consisting of dedicated BD managers and Industry consultant managers.

Job Overview

• Build strong customer relationships with key prime genset’s users, EPC and Engineering firms
• Develop a robust pipeline with for future sales of prime/continuously running power plants.
• Ensure Assigned Customers have a “Positive Experience”
• Serve as the industry expert for Caterpillar’s genset portfolio in EAME & CIS
• Identify gaps in product offerings and provide voice of customer back to product groups
• Create go to market strategies to increase prime running generator sets sales
• Lead projects to gain buy in for these new market strategies
  
  

• 15 or more years of Experience in Power Generation industry, sales or aftermarket roles.
• Proven experience (7 years minimum) in a similar business development customer facing role
• Must be proficient in English. Arabic, German or French is a plus.
• Degree in Mechanical / Electrical engineering or related field.
• Knowledge of Salesforce or similar CRM systems.
  
  

• Fosters strong customer relationships via delivery on commitments, open communication, and on-going feedback/improvement.
• Hunter’s approach. Understand who the clients are, what they do and understand what their energy needs are.
• Anticipates customer needs, focusing efforts to proactively meet needs and exceed customer expectations.
• Advises others on creating customer focused environments in various scenarios.
• Measures and observes customer satisfaction levels to ascertain and implement service improvement alternatives.
  
  

• Communicates to clients regarding expectations of all parties.
• Conducts periodic reviews of work effort, progress, issues, and successes.
• Maintains productive, long-term relationships with clients or vendors.
• Creates opportunities to educate support teams on client priorities.
  
  

• 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.
  
  

• Discusses industry-specific flagship products and services.
• Focus on power plants including prime running generators, Combined Heat and Power and balance of system.
• Demonstrates current knowledge of the regulatory environment for industry segment.
• Currently works with a major industry segment and associated functions and features.
  
  

• Must have a willingness to travel. Typically, 50-75% of time will be spent traveling.