Territory Manager

Career Area: Sales Job Description: 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. Role Purpose Lead MWM’s direct commercial development in India by identifying, developing and closing new equipment and lifecycle service opportunities with end users and other direct project stakeholders. The Territory Manager will establish MWM as a visible, technically credible and commercially responsive partner in the Indian power generation market, with priority on gas engine generator applications. This is a direct market role. The position is not responsible for building or managing a dealership network. The successful candidate will create demand, own strategic customer relationships, and lead opportunities directly for MWM, while coordinating qualified EPCs, engineering firms, and service providers on a project-specific basis as required. Key Responsibilities Own MWM’s direct sales development across India for gas engine generator sets, power modules, combined heat and power solutions, and related lifecycle offerings. Build and manage a strong pipeline of direct opportunities with industrial end users, utilities, independent power producers, data centers, oil and gas companies, petrochemical and chemical plants, steel, cement, mining, food and beverage, textiles, pharmaceuticals, commercial infrastructure and other energy-intensive industries. Develop strategic account plans for priority customers and convert market potential into qualified projects, tenders, orders and long-term customer relationships. Engage early with customer decision-makers, plant engineering teams, consultants, EPC organizations and project developers to position MWM during concept development, feasibility studies, FEED and specification stages. Lead the complete opportunity cycle from prospecting and qualification through application definition, solution positioning, proposal development, negotiation, order intake and structured handover. Translate customer operating requirements into clear technical-commercial inputs, including fuel composition, gas pressure, site conditions, load profile, operating mode, heat recovery requirements, installation concept and commissioning expectations. Coordinate closely with application engineering, quotation, project management, service, finance, legal, and commercial teams to prepare compliant and competitive solutions. Lead value-based selling by quantifying customer benefits such as fuel efficiency, availability, lifecycle cost, emissions performance, operational flexibility and serviceability. Develop and maintain relationships with relevant EPCs, consultants and engineering companies as project influencers and execution partners, without assigning dealer or territory rights. Identify service, overhaul, long-term maintenance, upgrade, spare parts, and installed-base opportunities that strengthen customer lifecycle value. Maintain accurate opportunity, forecast, customer and activity data in the company CRM system and provide clear monthly outlooks, risks, actions and market intelligence. Represent MWM at targeted customer workshops, technical seminars, industry associations, conferences and exhibitions in India. Monitor competitive activity, pricing dynamics, regulations, gas availability, segment trends, and customer investment plans, and convert findings into actionable sales priorities. Achieve agreed order intake, revenue, margin, pipeline quality and strategic account development objectives while following internal governance and approval processes. Target Candidate Profile 8 to 12 years of progressive experience in technical B2B sales, business development or key-account management in the Indian power generation market. Preferred experience with gas engine generators, reciprocating engine power plants, cogeneration or trigeneration, distributed energy, captive power, waste-to-energy, biogas, natural gas, special gas or hybrid power solutions. Demonstrated success in direct selling to end users and managing complex, project-based sales cycles with multiple technical and commercial stakeholders. Established market access and customer relationships in one or more priority segments such as industrial captive power, oil and gas, petrochemicals, data centers, utilities, infrastructure, manufacturing or process industries. Strong understanding of the Indian project ecosystem, including direct customers, EPCs, consultants, tender processes, regulatory considerations and commercial practices. Ability to engage at plant, engineering, procurement, finance, and senior management levels and to build credibility with both technical and commercial decision-makers. Commercial ownership, disciplined follow-up and a proven ability to progress opportunities from early-stage lead to signed order. Willingness to travel extensively within India and, when required, internationally for customer meetings, factory visits, training and business reviews. Education Preferred degrees: Bachelor’s degree in mechanical engineering, electrical engineering, power engineering, energy engineering, or a closely related technical discipline. B.E. or B. Tech is preferred. An M.E., MTech, or an MBA in Sales, Marketing, Strategy, or General Management is advantageous. Candidates with another relevant engineering degree may be considered where supported by strong, directly relevant power-generation sales experience. Technical and Commercial Knowledge Working knowledge of gas engines, generator sets, alternators, balance of plant, electrical integration and power plant operating concepts. Understanding of captive power, grid-parallel and island operation, base-load applications, CHP or CCHP, containerized and powerhouse installations, and high-ambient site conditions. Ability to interpret customer specifications, single-line concepts, fuel-gas data, load profiles and technical-commercial tender requirements. Competence in solution selling, financial justification, contract negotiation, risk identification, pricing discipline and stakeholder management. Experience with CRM-based pipeline management and forecasting. Salesforce experience is preferred. Strong written and spoken English. Proficiency in Hindi and additional Indian languages is advantageous. Core Competencies Direct customer acquisition and strategic account development Technical sales and consultative value selling Business development and market creation Complex opportunity and tender management Negotiation, commercial judgment, and closing discipline Customer focus and long-term relationship management Cross-functional coordination and clear communication Decision-making, accountability, and structured execution Market intelligence and competitive positioning Forecast accuracy and CRM discipline Measures of Success Achievement of approved new equipment and service order-intake, revenue, and margin objectives. Growth and quality of the qualified direct-customer pipeline. Conversion of strategic opportunities and acquisition of new MWM customers in India. Early specification and positioning of MWM in priority projects. Development of sustainable relationships with end users, EPCs and consultants. Forecast accuracy, opportunity data quality and timely execution of agreed next steps. Customer satisfaction and effective coordination from opportunity development through handover. Positioning Statement for Candidates This role offers the opportunity to shape MWM’s direct market presence in India. It is suited to a commercially ambi