Sales Account Manager-Power Generation

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. Oversees and coordinates all sales and various solution programs of new turbo machinery systems, balance of plant and aftermarket services as part of initial new project sales within an assigned geographic area and for specific customer accounts. Directs resources in various areas to respond to customer needs, to finalize the contract or purchase order and meet customer expectations.

• Capture bookings to meet the sales plan and forecast for the assigned accounts to achieve targets/plans.
• Applies knowledge of turbo machinery products and services in the Power Generation market to identify sales opportunities, propose solutions, and to convince customers that the company’s products are differentiated in the market and that Solar Turbines is the best partner to meet their long-term needs.
• Develops a sales plan and forecast for assigned territory to support company wide goals and strategies.
• Manages client relations, develops new contacts, markets, and applications. Manages customer interface and on-going relations with clients to assure all technical services are delivered as expected to assure the next sale, and to assure the company delivers to customer expectations.
• Ensures all activities to fulfill contracts are in compliance with all company policies.

Degree Requirement

Degree or equivalent experience desired

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.

• Provides customer focused vision, strategy and leadership that exceeds customer expectations.
• Persuasively articulates the link between customer focus and enhanced business success to stakeholders.
• Consults with senior executives regarding critical success factors and details to being a customer focused organization.

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.

• Compares and contrasts the latest developments and emerging issues in the industry.
• Assesses how regulatory and reporting requirements apply to own organization.
• Explains the development of industry segments - trends, consequences, key issues.

Decision Making and Critical Thinking:
Knowledge of the decision-making process and associated tools and techniques; ability to accurately analyze situations and reach productive decisions based on informed judgment.

• Differentiates assumptions, perspectives, and historical frameworks.
• Assesses and validates decision options and points and predicts their potential impact.
• Uses effective decision-making approaches such as consultative, command, or consensus.

Effective Communications:
Understanding of effective communication concepts, tools and techniques; ability to effectively transmit, receive, and accurately interpret ideas, information, and needs through the application of appropriate communication behaviors.

• Adapts documents and presentations for the intended audience.
• Demonstrates both empathy and assertiveness when communicating a need or defending a position.
• Communicates well downward, upward, and outward.
• Employs appropriate methods of persuasion when soliciting agreement.
• Maintains focus on the topic at hand.

Negotiating:
Knowledge of successful negotiation concepts and techniques; ability to negotiate successfully across the organization and with external vendors and…