Account Manager - CS

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.

Role Definition
Oversees and coordinates all sales and various solution programs of aftermarket products and services 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.

Responsibilities

• Capture bookings to meet the sales plan and forecast for the assigned accounts to achieve targets/plans.
• Applies knowledge of turbomachinery products and services in the Oil and Gas and Power Generation markets to identify sales opportunities, propose solutions, and to convince customers that the company’s products are differentiated in the market and is the best company to meet their needs.
• Develops a sales plan and forecast for assigned territory to support companywide goals and strategies.
• Manages client relations, develops new and existing relationships. 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

Skill Descriptors
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.
Level Working Knowledge:

• 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 customers to understand their wants, needs and expectations.

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.
Level Working Knowledge:

• Applies an assigned technique for critical thinking in a decision-making process.
• Identifies, obtains, and organizes relevant data and ideas.
• Participates in documenting data, ideas, players, stakeholders, and processes.
• Recognizes, clarifies, and prioritizes concerns.
• Assists in assessing risks, benefits and consideration of alternatives.

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.
Level Working Knowledge:

• Delivers helpful feedback that focuses on behaviors without offending the recipient.
• Listens to feedback without defensiveness and uses it for own communication effectiveness.
• Makes oral presentations and writes reports needed for own work.
• Avoids technical jargon when inappropriate.
• Looks for and considers non-verbal cues from individuals and groups.

Negotiating: Knowledge of successful negotiation concepts and techniques; ability to negotiate successfully across the organization and with external vendors and clients in a constructive and collaborative manner.
Level Working Knowledge:

• Works to achieve win-win in negotiations, rather than taking a win-lose approach.
• Focuses on issues rather than personalities.
• Uses active listening and probing techniques to surface problems, issues, and interests.
• Demonstrates a willingness to examine own position.
• Presents own position and listens attentively to position of others.

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

• Provides prompt and effective responses to client requests and interactions.
• Monitors client satisfaction levels on a regular basis.
• Alerts own team to problems in client satisfaction.
• Differentiates the roles and responsibilities in a business relationship.
• Works with clients to address critical issues and resolve major problems.

Technical Excellence: Knowledge of a given technology and various application methods; ability to develop and provide solutions to significant technical challenges.
Level Working Knowledge:

• Provides effective technical solutions to routine functional challenges via sound technical competence, effectively examining implications of events and issues.
• Effectively performs the technical job aspects, continuously building knowledge and keeping up-to-date on technical and procedural job components.
• Applies technical operating and project standards based on achieving excellence in delivered products, technologies and services.
• Applies current procedures and technologies to help resolve technical issues in one's general area of technical competence.
• Helps others solve technical or procedural problems or issues.

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

• Participates in orchestrating and coordinating a team sale.
• Uses proper resources for the day-to-day support of existing clients.
• Analyzes the sales history and current activity for a specific account.
• Coordinates with internal support functions to meet unique client needs.
• Provides account management support to a specific customer or account.

Value Selling: Knowledge of the principles and practices for selling products, technology and services; ability to provide overall product/service 'value' and to differentiate support offerings that address clearly understood customer needs.
Level Working Knowledge:

• Uses 'value selling' techniques to successfully engage customers.
• Researches the customer's industry and organization before attempting sales calls.
• Discusses issues and considerations regarding current 'value selling' practices and recommends potential improvements.
• Quantifies proposed costs, benefits and value in customer terms.
• Defines and documents value-added activities and their benefits to customers beyond the initial sales transaction.

This Job Description is intended as a general guide to the job duties for this position and is intended for the purpose of establishing the specific salary grade. It is not designed to contain or be interpreted as an exhaustive summary of all responsibilities, duties and effort required of employees assigned to this job. At the discretion of management, this description may be changed at any time to address the evolving needs of the organization. It is expressly not intended to be a comprehensive list of “essential job functions” as that term is defined by the Americans with Disabilities Act.

Summary Pay Range:

Compensation and benefits offered may vary depending on multiple individualized factors, job level, market location, job-related knowledge, skills, individual performance and experience. Please note that salary is only one component of total compensation at Caterpillar.

Benefits:

Annual incentive bonus plan*

Medical, dental, and vision coverage

Paid time off plan (Vacation, Holiday, Volunteer, Etc.)

401k savings plan

Health savings account (HSA)

Flexible spending accounts (FSAs)

Disability benefits

Life Insurance

Parental leave

Healthy Lifestyle Programs

Employee Assistance Programs

Voluntary Benefits and Employee Discounts

Tuition Reimbursement

Career Development

Posting Dates:

Any offer of employment is conditioned upon the successful completion of a drug screen.

EEO/AA Employer. All qualified individuals - Including minorities, females, veterans and individuals with disabilities - are encouraged to apply.

Not ready to apply? Join our .