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.

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.

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