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MWM Sales Consultant – Pulp & Paper (m/w/d) - Job Opportunity at Caterpillar Inc.

Rotterdam, Netherlands
Full-time
Senior
Posted: June 27, 2025
Hybrid
EUR 85,000 - 120,000 annually plus performance bonuses and benefits. This estimate reflects the senior-level technical sales role in the Netherlands market, considering Caterpillar's compensation standards, the specialized nature of pulp and paper industry expertise, and the international travel requirements.

Benefits

Global team collaboration opportunities with focus on sustainable community building
International exposure through 25% travel requirement supporting global market expansion
Professional development through participation in industry fares and manufacturing associations
Access to cutting-edge technology and innovation in gas genset and energy management solutions
Cross-functional collaboration with product management and engineering teams

Key Responsibilities

Lead global market intelligence and trend analysis for the Pulp & Paper segment, positioning the organization as industry thought leader
Architect customized value propositions integrating gas gensets and extended CAT offerings to drive revenue growth in target market segments
Collaborate strategically with sales organization to develop opportunity-specific go-to-market strategies and competitive positioning
Bridge product development and market needs by ensuring alignment between Pulp & Paper industry requirements and MWM/CAT product roadmap
Provide specialized technical consultation to sales and project engineering teams, enhancing deal closure rates and customer satisfaction
Represent the organization at key industry events and trade shows, building brand visibility and generating qualified leads
Establish thought leadership within Pulp & Paper manufacturing associations, influencing industry standards and market direction

Requirements

Education

Master Degree in engineering (PHD or/and MBA will be considered advantage)

Experience

Minimum 5 years' process engineering, consulting (or similar) or any other relevant technical experience in Pulp & Paper market segment

Required Skills

Customer Focus: Knowledge of the values and practices that align customer needs and satisfaction as primary considerations in all business decisions and ability to leverage that information in creating customized customer solutions Industry Knowledge: Knowledge of the organization's industry group, trends, directions, major issues, regulatory considerations, and trendsetters; ability to apply industry knowledge appropriately to diverse situations Relationship Management: Knowledge of relationship management techniques; ability to establish and maintain healthy working relationships with clients, vendors, and peers Business Development: Knowledge of business development tools, techniques and approaches; ability to explore and develop potential areas of business growth for the organization Value Selling: 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 understood customer needs Detailed technical understanding of Pulp & Paper process plants (e.g. steam-material balance, energy balance, …) Business fluent English language (C2 or above) 25% travel availability (international)
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Sauge AI Market Intelligence

Industry Trends

The pulp and paper industry is undergoing significant transformation driven by sustainability mandates and circular economy principles, creating increased demand for energy-efficient solutions and renewable energy integration. Companies are seeking consultants who can navigate both traditional manufacturing processes and emerging green technologies. Industrial digitalization and Industry 4.0 adoption in pulp and paper manufacturing is accelerating, requiring specialists who can bridge traditional process engineering with modern automation and energy management systems. This convergence is creating premium opportunities for technical sales professionals with deep industry knowledge. Global supply chain disruptions and energy cost volatility are driving pulp and paper manufacturers to seek more resilient and cost-effective energy solutions, particularly distributed generation and cogeneration systems. This trend is increasing demand for gas genset solutions and energy consulting services.

Role Significance

Typically operates as a matrix leader coordinating with 5-8 sales professionals, 3-5 engineering team members, and 2-3 product management stakeholders across multiple regions. While not a direct people management role, it requires strong influence and coordination skills across cross-functional teams.
This is a senior individual contributor role with significant strategic influence, serving as the global center of expertise for the Pulp & Paper segment within MWM. The position carries substantial responsibility for shaping product strategy and market approach, indicating high organizational trust and decision-making authority.

Key Projects

Development of segment-specific go-to-market strategies for new gas genset product launches in pulp and paper applications Creation of industry-standard reference architectures for energy management systems in paper manufacturing facilities Strategic account penetration initiatives for large multinational pulp and paper corporations Cross-functional product development projects integrating customer feedback into engineering specifications

Success Factors

Deep technical credibility combined with commercial acumen is essential for credibility with both engineering teams and C-suite executives in the pulp and paper industry. Success requires the ability to translate complex technical concepts into business value propositions. Global mindset and cultural adaptability are critical given the international scope of major pulp and paper manufacturers and the need to work across different regulatory environments and business practices. Consultative selling approach with focus on long-term relationship building, as pulp and paper capital equipment decisions involve extended sales cycles and multiple stakeholder approval processes. Continuous learning and adaptation capabilities to stay current with evolving environmental regulations, sustainability requirements, and emerging technologies in both energy systems and paper manufacturing processes.

Market Demand

High demand driven by the intersection of industrial decarbonization trends, energy transition requirements, and the specialized technical knowledge needed for pulp and paper applications. The combination of sales acumen and deep process engineering expertise creates a relatively limited talent pool, favoring qualified candidates.

Important Skills

Critical Skills

Technical mastery of pulp and paper manufacturing processes is non-negotiable, as credibility with customers depends on deep understanding of steam balances, energy flows, and process optimization. This expertise typically requires 7-10 years of hands-on experience to develop fully. Value-based selling capabilities are essential for success in capital equipment sales, where purchase decisions involve multiple stakeholders and extended evaluation periods. The ability to quantify ROI and business impact determines competitive success. Global relationship management skills are crucial given the international nature of major pulp and paper companies and the long-term nature of industrial equipment relationships. Success requires cultural intelligence and sustained engagement across multiple time zones.

Beneficial Skills

Gas engine and turbine experience provides significant advantage in positioning energy solutions and understanding customer applications, though this can be developed through Caterpillar's technical training programs Management consulting background adds valuable frameworks for business case development and strategic thinking, enhancing the ability to engage with senior customer executives Digital technology familiarity becomes increasingly important as industrial IoT and predictive maintenance solutions become standard expectations in capital equipment sales

Unique Aspects

Rare combination of deep process engineering expertise with strategic sales responsibility, creating a hybrid technical-commercial role that commands premium compensation and advancement opportunities
Global scope of responsibility with single-person accountability for an entire industry segment, providing exceptional visibility and influence within the organization
Access to cutting-edge gas engine technology and energy management solutions at the intersection of traditional manufacturing and renewable energy trends
Opportunity to shape industry standards through participation in manufacturing associations and thought leadership activities

Career Growth

Typical progression to next level roles occurs within 3-5 years given the specialized expertise and global exposure. The combination of technical depth and commercial success can accelerate advancement opportunities within Caterpillar's matrix organization.

Potential Next Roles

Global Sales Manager for Industrial Solutions overseeing multiple industry segments and larger sales teams Business Development Director focusing on emerging markets and new technology integration Product Marketing Manager for Energy Solutions with P&L responsibility Industry Principal or Technical Fellow role within Caterpillar's global engineering organization

Company Overview

Caterpillar Inc.

Caterpillar Inc. is a Fortune 100 industrial equipment manufacturer and global leader in construction, mining, and energy equipment. The company has been undergoing strategic transformation to expand beyond traditional heavy machinery into digital solutions and energy management, positioning itself as a comprehensive industrial solutions provider.

Dominant market position in heavy industrial equipment with strong brand recognition and established customer relationships in the pulp and paper industry. Caterpillar's MWM division specializes in gas engines and power generation solutions, representing a strategic growth area for the company's diversification beyond traditional construction equipment.
The Rotterdam location positions this role at the heart of European industrial operations, with proximity to major pulp and paper manufacturers in Scandinavia and Central Europe. This geographic positioning provides access to some of the world's most advanced and environmentally-conscious paper manufacturing facilities.
Caterpillar emphasizes a performance-driven culture with strong focus on safety, sustainability, and customer success. The company's transformation toward solutions-based offerings has created a more consultative and collaborative work environment, particularly in specialized technical sales roles.
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