Sales Manager
Job Fit Check
Base Career helps you apply smarter for this job.
Key skills for this role
About the Role
Caterpillar Inc. seeks a Regional Manager to lead sales and business development for generator set and power solutions in the Middle East and Central Asia oil and gas sector. The role involves strategic account management, distribution channel leadership, and team management.
Key Skills for This Role
Responsibilities
- 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 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
- 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
- Lead and develop Distribution Sales Managers responsible for dealer and distributor networks
- Deliver accurate sales forecasting and business planning
- Lead pricing strategy, contract negotiations, and major bid approvals
- Provide coaching, mentoring, and performance management for Director Account Managers and Distribution Sales Managers
Requirements
- Bachelor's degree in Engineering, Business, Marketing, or related field
- 10+ years of sales, business development, or commercial leadership experience within 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
Full Job Posting
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.
Key Responsibilities
- 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.
- 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.
- 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
- Bachelor's degree in Engineering, Business, Marketing, or related field.
- MBA or advanced business qualification preferred.
- 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.
Apply for this job in 1 click
Skip the repetitive application forms
Install the Base Career Chrome Extension and autofill job applications across major job boards with your profile.
Trusted by over 500,000 job seekers on Base Career
More from this employer
More jobs at Caterpillar Inc.
Manager Risk & Compliance
Dubai, UAE
Caterpillar Inc. seeks a Risk and Compliance Manager to implement and enhance the Ethics & Compliance Program for the Customer Solutions Growth Regions Division. The role involves providing compliance support across risk
Eastern Hemisphere Region Manager
Dubai, UAE
Caterpillar Inc. seeks an Eastern Hemisphere Region Manager to lead a sales, technical support, and product support team. The role involves delivering business plan sales targets, developing sales and marketing plans, an
Senior Parts and Service Marketing Consultant
Dubai, UAE
Caterpillar Inc. seeks a Senior Parts and Service Marketing Consultant to drive profitable parts and service revenue growth. The role involves developing and executing specialized marketing initiatives, leading projects,
Senior Autonomy Designer (Product Owner) / Designer senior en systèmes autonomes (Chef de produit)
Laval, CAN
Caterpillar is seeking a Senior Autonomy Designer (Product Owner) to join the Cat MineStar Solutions group in Laval, QC. This tactical product leader will manage the team backlog, refine features and stories, and ensure
Digital Transformation Consultant
Dubai, UAE
Caterpillar Inc. is looking for a Digital Transformation Consultant to join the DACS - Digital Adoption and Customer Success team. The role involves strategizing, overseeing, and executing digital transformation initiati
Inventory Analyst
Dubai, UAE
Caterpillar Inc. is seeking an Inventory Analyst to collaborate cross-functionally on supply chain initiatives, manage inventory performance using Infor SyteLine and Celonis, and develop inventory strategies. Requires at
Account Manager
Dubai, UAE
Caterpillar Inc. seeks an Account Manager for its Marine division to lead development and maintenance of relationships with offshore and dredge customer accounts. The role involves executing account strategies, driving r
Customer Experience & Market Insights Consultant
Peoria, UAE
Caterpillar Inc. seeks a Customer Experience & Market Insights Consultant to execute CX and market insights projects, bringing the voice of the customer into business decisions. The role involves analyzing data, developi
Manager Risk & Compliance
Dubai, UAE
Eastern Hemisphere Region Manager
Dubai, UAE
Senior Parts and Service Marketing Consultant
Dubai, UAE
Senior Autonomy Designer (Product Owner) / Designer senior en systèmes autonomes (Chef de produit)
Laval, CAN
Digital Transformation Consultant
Dubai, UAE
Inventory Analyst
Dubai, UAE
Account Manager
Dubai, UAE
Customer Experience & Market Insights Consultant
Peoria, UAE