Senior Account Manager

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.

Sales

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.

• Negotiate complex, single, and multi-year signed agreements by Caterpillar and customer executives.
• Set and determine the strategic direction for parts and services marketing communications to dealers and customers. This includes the overall Caterpillar Services Go-To-Market messages as well as the aftermarket product groups.
• Provide direction to the parts product groups as to relevancy of their communication tactics and offerings.
• Work across the CISD team to ensure market needs and requirements are integrated into Services Go-To-Market marketing communication plans.
• Travel in the field to monitor and resolve issues regarding customer satisfaction and future product needs.
• Develop aftermarket services and other types of program planning for assigned customers.
• Provide consistency with the announcement of new materials to marketing organizations and dealers while ensuring the product support value message is broadcast across the enterprise.
• Partner with Global Constriction & Infrastructure Division (GCI) to find mutually beneficial solutions with customers to drive Caterpillar sales and revenue.
• Ensure commitments are executed per the contract, manages aftermarket offerings, and drives consistency for customers on a worldwide basis.
• Achieve business plans, including the development of aftermarket services to support the customer's short and long strategy.
• Manage the aftermarket corporate relationship with one or more key global accounts with hundreds of sites globally.
• Establish high-level relationships with the customer's key business decision makers (up to the CEO level) to identify strategic business needs and opportunities to collaborate on common goals.
• Consult dealers and district teams about sales and service support of aftermarket services to Global Account customers, to ensure customer satisfaction is maintained.
• Develop and implement market strategies and secure commitment from Caterpillar and dealer resources to ensure continued customer satisfaction.

• 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.
• Account Management:
  Proven ability to manage day-to-day activities, providing services and support to existing clients.
• Decision Making and Critical Thinking:
  Ability to accurately analyze situations and reach productive decisions based on informed judgment.
• Negotiating:
  Knowledge of successful negotiation concepts and techniques; ability to negotiate successfully across the organization and with external vendors and clients in a constructive and collaborative manner.
• Relationship Management:
  Knowledge of relationship management techniques; ability to establish and maintain healthy working relationships with clients, vendors, and peers.
• 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.