Defense Account Manager – International​/Foreign Military Sales

Career Area

Sales

Caterpillar Defense currently has an opening for an International Sales / Foreign Military Sales (FMS) Account Manager located in Irving, Texas. As the Account Manager, you will work with U.S. Government Foreign Military Sales (FMS) through the U.S. Department of State, Defense Security Cooperation Agency (DSCA), Department of War, U.S. Army TACOM Security Assistance Management Directorate (SAMD), and Defense Logistics Agency (DLA) acquisition and end‑user communities by developing Caterpillar solutions for machine products and services.

This position provides account manager coverage for machine sales through the Caterpillar Dealer network for International Sales to allied nation military customers across the globe, assists with achieving delivery of the annual business plan, and meeting the contractual obligations of our customers while mitigating enterprise risk.

• Drive development of customer‑back solutions for U.S. Government FMS sales through the U.S. Department of State, DSCA, U.S. Army TACOM SAMD, DLA and International Sales worldwide through the Caterpillar Dealer network to allied nation military customers, working across functional areas within Caterpillar Defense, and collaborating with Cat Dealers, suppliers, and product groups of every Machine Business Division to maximize machine sales and long‑term profitable growth, market Caterpillar products and services, and maintain compliance with U.S. federal government contractual obligations.

• Influence the development of new requirement specifications for Caterpillar machine products with U.S. government FMS and International Sales with allied nation military customers across the globe.

• Execute the entire sales process from account planning, capture planning, sales forecasts, developing proposals, preparing quotes, bidding on competitive solicitations, and managing opportunities in the sales pipeline using Salesforce Customer Relationship Management (CRM) through contract award and award hand‑off.

• Support award hand‑off to the order‑to‑delivery processes that achieve the annual business plan and meet the contractual obligations of U.S. Government FMS sales, U.S. Department of State, U.S. Department of War, and other Federal government customers plus International Sales to allied nation military customers, while mitigating enterprise risk.

• Provide account management support across International Sales to allied nation military customers, U.S. Government FMS Sales, and other relevant organizations and defense contractors that support the mission.

• Perform complex and challenging assignments to support Caterpillar Defense engaging FMS sales and International Sales with allied military customers in marketing plans, trade shows, industry events, and customer visits/demonstrations that enable strategic growth opportunities.

• Satisfy Caterpillar Defense’s internal and external contractual and regulatory compliance requirements by profitably winning new business the right way.

• Research and analyze past and future Caterpillar machines sales, industry trends, and competitive landscape that supports development of sales forecasts and business strategies for long‑term profitable growth.

• Provide analysis and recommend solutions to help resolve customer or dealer service issues and improvement measures.

• 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 customer‑back machine solutions.
• Analyze customer applications and product configurations to develop machine solutions that will meet end‑user needs.
• Foster strong customer relationships via delivery on commitments, open communication, and ongoing feedback/improvement.
• Industry Knowledge
  :
  Machine product knowledge, construction equipment and material handling equipment (MHE) industry trends, directions, major issues, regulatory considerations; ability to apply industry knowledge appropriately to diverse situations. Industry background in Engineering, Marketing, Business, or Program / Project Management.
• D…