OEM Solutions 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.

Job Summary:
Oversees and coordinates all sales and marketing activities for OEM Solutions customers. This position provides account management coverage for OEM and end-users who benefit from the use of Caterpillar solutions and is accountable for delivering the annual business plan and meeting the contractual obligations of our customers.

Key Responsibilities:

• Follow organisational policies and procedures and maintain a clear and direct line of communication within the organization to meet customer requirements.

• Work with OEMs, Cat dealers, suppliers, and Caterpillar Business Units to develop Caterpillar partial machine and component solutions that maximize aftermarket parts and services business, profits, and customer satisfaction for new and existing business.

• Understand industry trends and the competitive landscape and communicate to Caterpillar leadership.

• This position will act as a consultant to various departments within Caterpillar regarding the direction and strategies that key industry leaders will adopt in the future.

• Travel in the field to monitor and resolve issues regarding customer satisfaction and future product needs. Develop product support and other types of program planning for assigned customers. Take steps necessary to ensure product health to maintain and enhance OEMS growth.

• Perform complex and challenging assignments to support Caterpillar OEMS customers in marketing plans, trade shows, industry events, and customer visits/demonstrations that enable strategic growth opportunities

• Work with the order to delivery team to ensure order execution.

• Work with the OEMS engineering team to develop Caterpillar partial machine and component solutions that take advantage of existing products to meet customer needs

• Designing processes to inform customers of rates, shipping dates, anticipated delays, and additional information needed by the customer.

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

• Work across functional areas within Caterpillar OEM Solutions Group as well as the product groups of relevant Business Units to execute the entire sales process from bidding on competitive solicitations through delivery of products and services to end-users

• Identify and resolve strategic problems by recommending alternative courses of action and collaborating with business partners to exceed customer expectations and deliver profitable results.

• Develop business strategies and marketing proposals

• Develop and achieve sales forecasts

• Analyse end-user applications and product configurations to specify aftermarket solutions that will meet customer needs

• Provide guidance on existing and potential customer service issues and improvement measures

• Perform complex analysis work. Identify and resolve strategic problems by recommending alternative courses of action and collaborating with business partners to exceed customer expectations and deliver profitable results.

Key Skills Required:

• 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.

• 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.

• 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 behaviours.

• Relationship Management: Knowledge of relationship management techniques; ability to establish and maintain healthy working relationships with clients, vendors, and peers.

• Account Management: Knowledge of account management; ability to manage day-to-day activities, providing services and support to existing clients.

Qualifications/Experience:

• Bachelor's degree- Engineering background, technical sales, application specialist, or product group experience preferred.

• 4-6 years of specific industry experience

• Prior Salesforce or similar application experience preferred.

Top Candidates will also have:

• Previous experience selling Caterpillar machines, parts, or services to Cat Dealers and customers. An ideal candidate will have extensive knowledge of Resource Industry products, including OHT, LMT, and similar products.

• Prior experience in customer and Dealer-facing roles.

• Prior Salesforce Application experience.

• An entrepreneurial mindset with a focus on growing new business.

• Strong interpersonal, communication, and presentation skills

• Team player with strong accountability

• Self-starter, able to work autonomously.

Additional Information:

• This position will require ~30% travel.

• 5 days in office requirement

Posting Dates:

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

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