Sales Manager- Key Account Manager

Career Area:

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.

The Sales Manager / Key Account Manager will lead FG Wilson's direct sales initiatives across India and APAC region, focusing on developing high-value customer relationships, winning strategic projects, and expanding FG Wilson's market presence in complex power generation applications. This role will drive revenue growth through direct engagement with key customers, consultants, EPCs, and end-users, complementing the existing dealer network in the region.

Business Development & Sales Growth

• Identify, pursue, and secure major project opportunities directly with end customers, EPCs, and consultants.
• Develop and execute strategic sales plans to achieve annual revenue and margin targets.
• Build and maintain a strong sales pipeline for Infrastructure, Data Center, Industrial, Mining, IPPs and utility segments.
• Negotiate commercial terms, close complex deals, and ensure customer satisfaction throughout the sales cycle.

2. Market Expansion & Strategy

• Establish FG Wilson's direct business footprint in identified key markets within India and APAC region.
• Work closely with regional management to prioritize target geographies, sectors, and key accounts.
• Monitor market trends, competitor activity, and policy changes to identify emerging opportunities.

3. Customer & Stakeholder Engagement

• Build long-term relationships with end customers, government agencies, EPCs, consultants, and project developers.
• Represent FG Wilson in industry forums, exhibitions, and business development events.
• Collaborate with the Applications, Proposals, and Project Management teams to deliver customized solutions.

4. Internal Collaboration

• Coordinate with the Applications Engineering, Proposal, and Service teams to ensure technically and commercially competitive offers.
• Liaise with the dealer network to balance direct and dealer-led project approaches.
• Provide regular reporting on opportunities, forecasts, and key wins to the management team.

Qualifications & Experience:

• Bachelor's degree in Engineering (Electrical / Mechanical preferred). MBA in Marketing or Business Management is an advantage.
• 12–15 years of experience in power generation or industrial equipment sales, with at least 5 years in regional or direct sales leadership roles.
• Proven record of achieving sales targets in project-based or capital equipment environments.
• Strong network with EPC contractors, consultants, and key end users in the power sector.
• Experience managing multiple country markets in South or South East Asia preferred.

Key Skills & Attributes:

• Strong commercial acumen and technical understanding of genset applications.
• Knowledge of the principles and practices for selling products, technology and services; ability to provide overall product/service 'value' and to differentiate support offerings that address clearly customer needs.
• Excellent negotiation, communication, and presentation skills.
• Strategic thinker with a solution-oriented mindset.
• Self-motivated, entrepreneurial, and capable of working independently across diverse markets.
• Willingness to travel extensively within the region.

Success Metrics:

• Achievement of annual sales and profitability targets.
• Growth of direct business pipeline and market share.
• Key project wins in targeted strategic sectors.
• Strengthened customer relationships and repeat business.

Additional information: This job role required 5days working from office.

Posting Dates:

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

Not ready to apply? Join our Talent Community.