Senior Account Manager

Career Area:

Sales

Job Description:

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.

Your Work Shapes the World at Caterpillar Inc.

The Global Accounts team is seeking a Senior Account Manager responsible for managing machines, parts, and services. This role covers major customer accounts and requires strong internal and dealer partnerships to achieve sales objectives. The successful candidate will set a customer back vision for the account, develop and execute account strategies, identify business needs, and ensure customer satisfaction through strategic alignment of Caterpillar and Dealer resources.

What You Will Do:

- Establish high-level relationships with key customers (up to the CEO level) business decision makers and identify business needs and problems.

- Manage the prime and aftermarket corporate relationship with key global accounts throughout the region.

- Partner with Global Constriction & Infrastructure Division (GCI) to find mutually beneficial solutions with customers to drive Caterpillar sales and revenue.

- Work directly with customers to collect information, sell additional products and services, and ensure customers' needs are met.

- Follow organizational policies and procedures, stay abreast of compliance requirements, and maintain clear and direct line of communication within the organization to meet customer requirements.

- Negotiate complex, single, and multi-year signed agreements by Caterpillar and customer executives.

- Consult with dealers and internal business partners about product sales and service support to Global Account customers.

- Design processes for informing customer of rates, shipping date, anticipated delays and any additional information needed by the customer.

- Set and determine the strategic direction for parts and services marketing communications to dealers and customers.

- Travel in the field to monitor and resolve issues regarding customer satisfaction and future product needs.

- Ensure commitments are executed per the contract, manage aftermarket offerings, and drive consistency for customers on a worldwide basis.

- Achieve business plans, including the development of aftermarket services to support the customers short and long strategy.

Skills You Have:

Extensive level of Experience in:

- Customer focus, Relationship Management and Effective communications: Ability to maintain productive, long-term relationships with clients, internal and dealer parties, clear and effective communications, and to facilitate the creation of the 'right' products and services to resolve customer business issues.

- Value Selling: ability to differentiate support offerings that address clearly understood customer needs and to qualify sales prospects based on a clear understanding of customer business needs and the service company's determined ability to meet those needs.

- Negotiation, Decision making & Critical Thinking: ability to negotiate successfully across the organization and with third-party and clients in a constructive and collaborative manner and to accurately analyze situations to reach productive decisions based on informed judgment. Can detail the risks of negotiation breakdown from each party's perspective and protect own position, while demonstrating willingness to achieve win‑win.

- Account Management: ability to manage day-to-day activities, providing services and support to existing clients and to advise on the appropriate solutions to complex customer accounts problems.

Working knowledge of the organization's industry group, trends, directions, major issues, regulatory considerations, and trendsetters.

Education and experience:

- Specific industry experience with CI products, services, work tools and digital solutions exposure

- 8 or more years of progressively responsible and broad experience in the sales/marketing/product support disciplines or equipment sales/marketing

- Bachelor’s degree or equivalent years of professional experience

- At least 4 years’ experience in the field and working with dealers

- Previous Account Management and/or Aftermarket Sales Representative experience is desired

Additional information:

- Travel: requires up to 50% travel across Australia

- Must have Australian working rights

- Must be available to work 5 days per week in the office when not traveling

Compensation & Benefits:

Competitive salary based on degree and professional industry working experience. The Total Rewards package includes:

- Competitive remuneration package

- Attractive Bonus and Share options

- Career development with global prospects

- A strong commitment to safety and your wellbeing

- An inclusive workplace culture focused on quality, customer service and the environment

- A commitment to diversity and inclusion, equal opportunity, and equal outcome

- SMART spending APP

- The opportunity to do truly meaningful work in a supportive, constructive culture that encourages you to make the most of your talents.

Additional Information

Please frequently check the email associated with your application, including the junk/spam folder, as this is the primary correspondence method. If you wish to know the status of your application – please use the candidate log-in on our career website as it will reflect any updates to your status.

For more information, visit caterpillar.com. To connect with us on social media, visit caterpillar.com/social-media

This employer is not currently hiring foreign national applicants that require or will require sponsorship tied to a specific employer, Caterpillar offers many job opportunities which can be found through our employment website at www.Caterpillar.com/Careers.

Posting Dates:

October 13, 2025 - October 25, 2025

Caterpillar is an Equal Opportunity Employer. Qualified applicants of any age are encouraged to apply

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