Waste Account 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.

Lead the growth of Cat Technology solutions across the waste industry by developing account-focused technology strategies, driving adoption of products such as Cat Grade & Compaction, Command, Detect, Vision Link Productivity and autonomy solutions, and translating customer insights into opportunities for innovation. This role partners closely with key accounts and commercial teams to strengthen customer value, inform new product development, and advance Caterpillar’s technology leadership in the industry.

• Translate the customer's feedback into a comprehensive technology strategy for key accounts.
• Gain an in-depth understanding of the customer's business operations in order to recommend appropriate technology solutions.

• Coordinate with CAT Customer Solutions Core Region and Commercial Technology Teams to expand technology sales.
• Assist business and functional units in creating strategies based on customer feedback.

• Find opportunities to expand service options for waste accounts (e.g., Landfill Core Reports & Services).
• Collaborate with Cat Digital to develop new reports for waste customers.

• Develop deep expertise in Cat Compaction and/or Cat Grade within the Waste Industry.
• Promote increased sales of Cat Compaction & Cat Grade directly from the factory.
• Train dealers and customers on Cat Compaction and/or Cat Grade, including both content creation and hands‑on sessions.

• Work with key accounts on solution adoption.
• Find use cases that drive positive outcomes for customers.

• Broad expertise in Relationship Management & Customer Focus
  :
  Builds lasting relationships with customers through reliability, honest communication, and continuous feedback and improvement.
• Broad experience in Value Selling
  :
  Skilled at demonstrating the comprehensive value of products and services, distinguishing support options that meet well‑defined customer needs, and sharing “value selling” best practices for waste customers within the organization.
• Extensive experience in Negotiation
  :
  Ability to successfully complete significant negotiations, both internal and external and protect own position, while demonstrating willingness to achieve win‑win.
• Working knowledge of the Waste Industry
  :
  Explains own function’s role in the industry segment and engages with leading professional associations.
• Working knowledge of Account Management
  :
  Capable of handling daily account activities, analyzing sales trends, and supporting current customers.
• Decision Making and Critical Thinking Skills:
  Demonstrates the capability to thoroughly evaluate situations and make sound decisions informed by well‑supported judgment, while also contributing to the documentation of data, concepts, participants, stakeholders, and procedures.
• Effectively communicate customer technology needs in the waste industry using effective tools and techniques.

• Previous commercial roles involving dealer and/or customer facing operations.
• Knowledge of Caterpillar products and applications in the Waste Industry.
• Strong drive and organizational capabilities.
• Power BI experience is a plus.

• Work location is Peoria, IL or Irving, TX.
• Relocation assistance is available.
• Sponsorship is not available.
• This position requires up to 50% travel.

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Compensation and benefits offered may vary depending on multiple…