Account Manager

**Career Area**:
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.

**Job Summary**:
Lead development and execution of technical and commercial offerings to customers, to achieve sales and profit goals. Oversees and coordinates all sales and various solution programs for a significant client or specific client group.

**What you will do**:

- Customer and Dealer Relationships: Build and maintain strong relationships with project teams, dealers, and Caterpillar factories to ensure alignment and successful execution of projects.
- Serving in a consultative role as in-house expert on specific product, service, solution and technologies to company officers, development, marketing, and corporate strategy.
- Working on the most complex technical projects or business issues requiring expert level technical or industry knowledge; integrating customer and emerging business needs into company platforms.
- Internally and externally serving as a business contributor; maintaining affiliations and relationships with internal and external business, partners, experts, professional organizations, and customers.
- Conducting analysis of organizational needs and goals; leading research efforts involving new products, services, solutions, processes and technologies to continually enhance the business portfolios.
- Developing and managing sales programs in alignment with long and short-term sales strategies
- Establish training programs for sales team and dealers.
- Project Milestone Tracking: Lead the tracking of critical project milestones, including order entry, release, shipping and commissioning startup, to ensure timely delivery and to minimize risks.
- Risk Management and Problem Solving: Proactively identify potential obstacles or risks to project success and develop mitigation strategies.
- Communication and Collaboration: Act as a bridge between Caterpillar factories, dealers, customers, and project site teams ensuring clarity and alignment on project objectives and execution.
- Pipeline Management: Oversee regional demand forecasting and fulfillment, prioritising key projects and ensuring efficient resource allocation.
- Manage regional forecasting and demand planning for a portfolio of accounts.
- Develop strategies for effective project execution and change order management.
- Optimise communication and processes to reduce variability and enhance project outcomes.

**What You Have**:
**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 customised customer solutions.
- Communicates the importance of customer needs/expectations and commits to resolving them.
- Researches and verifies customer needs and expectations.
- Solicits customer satisfaction feedback and acts on improvement opportunities.
- Helps link organizational objectives to customer needs and expectations.
- Meets regularly with dealers and customers to understand their wants, needs and expectations.

**Technical Expertise**
- Knowledge of equipment cycle times, front-end scheduling, heavy equipment manufacturing and complex project deliveries.

**Relationship Management**
- Ability to build and maintain strong relationships with key stakeholders, including customers, internal Caterpillar supporting teams and Caterpillar Dealers.
- Skilled in navigating complex, cross-functional teams to achieve alignment and foster collaboration.

**Account Management**
- Leads account management on day-to-day activities and provides services and support to existing customers or accounts.
- Participates in orchestrating and coordinating a team sale
- Uses proper resources for the day-to-day support to customers.
- Analyses the sales history and current activity for a specific account.
- Coordinates with internal support functions to meet unique customer needs.

**Value Selling**:

- Acquires and retains customers in multiple settings using 'value selling' techniques.
- Delivers value-added services to customers beyond delivery of a purchased product, technology or service consistently.
- Qualifies sales prospects based on a clear understanding of customer business needs and the service company's determined ability to meet those needs.
- Solicits feedback from the customer community as a valued service provider.
- Teaches and coaches 'value selling' principles and practices to others within the organization.

**Project Management**
- Expertise in leading end-to-end project milesto