Senior Account Manager

Career Area:

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.

As a Senior Account Manager, you will manage the corporate relationship and complete business portfolio for large Tier 1 surface and underground Global Mining customers (Caterpillar's very largest customers in any industry) with the intent to develop business and grow revenue and return positive OPACC. This position has a direct impact on the customer base and on customer development and retention.

Job Duties: 

•    Develop and maintain key business relationships at all levels within Tier 1 global accounts to ensure that sales and/or product support objectives can be achieved.

•    Work closely with the Senior Account Director on strategy and customer centric initiatives.

•    Facilitate implementation of and management of key customer value initiatives.

•    Facilitate and manage key executive-level relationships between Cat Leaders and Customer Leaders.

•    Ensure our inclusion in the customer's culture of Continuous Improvement and lead the Joint CI engagement to deliver recognized customer value.

•    Develop, Communicate, Gain Buy-in, and Execute Comprehensive Account Strategies leading a team of dealers and Cat regional and subject matter experts to deliver on all Account goals.

•    Communicate effectively across product, industry, dealer, and customer audiences to ensure strategic and tactical alignment.

•    Utilize a common mining CRM system in order to have a holistic view of the customer.

•    Intimately know and understand the customers, their applications, needs, and future mine plans.

•    Create and maintain an active "window into Cat" for key customer decision-makers.

•    Gather key customer VOC for incorporation into Product Problem Resolutions and/or New Product Introduction.

•    Act as a recognized advocate for customers in securing the commitment of Caterpillar and Dealer resources to assure continued customer satisfaction.

•    Consult with various departments within Caterpillar regarding the evolving direction and strategies that key industry leaders are adopting for the future.

•    Work with Regions & Districts globally to drive consistency in the customer's product support experience.

•    Identify issues that affect customers or the business that require resolution – internally and externally (dealer(s).

•    Monitor, Manage, Report on, and Resolve issues related to customer satisfaction, product health, and future product needs.

•    Confront complex issues or problems which require careful analysis and diagnosis and apply innovative approaches to resolve them.

•    Help ensure necessary steps are taken to ensure sufficient fleet health for key sites to maintain or grow mining products PINS (account health scorecard)

•    Develop Business Growth and PINS / POPS targets by the customer and deliver on them.

•    Ensure that account decision-makers have been presented, through a suitable format, the appropriate features/ benefits of Caterpillar products and dealer support available that focus on lowering their cost per unit of production.

•    Facilitate the growth of non-traditional products and services like Rail, Electric Power, Vocational Trucks, Cat Finance, Job Site Solutions, and more

•    Provide leadership in all mining sales transactions from the standpoint of having a global/holistic view of customer opportunities.

•    May lead the development and negotiation of complex alliance agreements, long-term agreements, and/or customer commercial programs to drive maximum revenues and price realization.

•    Manage all aspects of the commercial relationship with the customer including the incorporation of a formal incentive program, if appropriate, to drive maximum revenues and price realization

•    Set the direction regionally with the regions and dealers on the best and most appropriate way to implement and execute customer Alliance and/or commercial programs in all cases.

•    Travel extensively to understand regional and global business conditions.

•    May act as a direct supervisor for one Continuous Improvement resource.

•    Mentor peers and up and other individual contributors on Account Management roles, techniques, strategies, and lessons learned.

Basic Qualifications: 

•    College degree or equivalent experience.

•    10 plus years of Mining Related experience.

• years of account management, field experience, or supervisory experience.

The Top Candidates will also have: 

•    Strong product/application background (including familiarity with mining customers, business drivers, KPIs, and metrics)

•    Familiar with company policies and procedures with a strong mining divisional background.

•    6 Sigma BB or equivalent project management experience.

•    Able to build strong relationships with various stakeholders.

•    International assignment or considerable travel/experience.

•    Previous Mining Account Management experience including the proven ability to determine, develop and execute strategy.

•    Broad business background, specific long-term industry knowledge, and excellent communication skills.

•    Ability to work up and down the organization at all levels with positive results.

•    Ability to deal with sensitive issues and/or persuade others on new methods of equipment application, new technology, and distribution methods.

•    Ability to work with people from many different backgrounds and cultures, internally and externally, with the appropriate influence and ability to resolve differences.

•    Interpersonal skills to develop a collaborative/cooperative work relationship with others inside and outside the business unit.

•    Thorough & relevant knowledge of company products, product applications, and merchandising programs.

•    Leadership skills to develop and retain major customer accounts.

Additional information:
The location for this position is Newcastle or Brisbane, Australia.
Domestic relocation assistance available upon approval
This position will require 25 – 50 % travel.
Sponsorship is not available.
 

Posting Dates:

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

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