Senior Account Manager

Career Area:

Sales

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.

Caterpillar has an exciting opportunity within their Building Construction Products (BCP) division as a Senior Account Manager. This position will grow sales with existing BCP managed account customers and prospect for new managed account customers in the Northwest U.S. and Western Canada region.

What You Will Do:

* Develop effective internal and dealer partner relationships and relationships with managed account customers so that sales objectives can be achieved.

* Establish deep relationships with key business decision makers; identify business needs and develop resolutions to these requests.

* Work with senior management to develop and implement market strategies for key industries and accounts, as well as securing commitment of Caterpillar and Dealer resources to assure continued customer satisfaction.

* Ensure that account decision makers have been fully exposed to and understand the value proposition available from Caterpillar products, services, and dealer network before they finalize purchasing decisions.

* Develop and execute managed account programs with existing and new managed account customers, assuring profitable sales growth.

* Engage with managed account customers at the point of sale to articulate the benefits of customer value agreements, service solutions, and secure future service opportunities.

* Participate in the planning process with customers to assure customers' machine purchasing forecasts are captured and communicated to internal product teams.

* Make regular visits to job locations, within region, to provide advice and counsel to managed account customers.

* Work with Caterpillar dealers to develop strategies to grow sales with managed account customers.

What you Have:

* Customer Focus:
Establish high-level relationships with business decision makers and identify business needs and problems. Consult with dealers and districts on the subject of sales of product for "national account" customers.

* Industry Knowledge:
This position will consult with various departments within Caterpillar regarding the direction and strategies that key industry leaders will be adopting in the future. The incumbent will either have had significant previous field experience with positions aligned to a Sales Representative or similar roles in the construction industry.

* Decision Making and Critical Thinking:
Must be able to deal with sensitive issues and/or persuade others on new methods of equipment application, new technology and distribution methods.

* Effective Communication:
Must communicate effectively across product, industry, dealer and/or customer audiences to gain understanding and acceptance of ideas and recommendations.

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

* Relationship Management:
Must have the ability to work with people from many different backgrounds and cultures, internally and externally, with the appropriate influence and ability to resolve differences. Good human relations skills are required to develop a collaborative/cooperative working relationship with others inside and outside the business unit.

* Account Management:
Knowledge and understanding of Dealer networks and thorough understanding of the working partnerships. Ability to manage day-to-day activities, providing support to current and future customers.

* 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.

Top Candidates Will Also Have:

* Bachelor's degree, preferably in either Engineering, Business, or Marketing.

* Knowledge of Caterpillar Building Construction Products (BCP) equipment or other construction industry-related knowledge.

* Demonstrated ability to work independently on complex assignments.

Additional Information:

* The work location for this role is Denver, CO.

* The territory for this role includes the Northwest U.S. and Western Canada regions, including the states of CA, , MT, OR, WA and provinces of AB, BC, NT, SK, YT.

* Requires air travel 50% of the time (not eligible for company vehicle) to customer job sites and dealers to monitor and resolve issues regarding customer satisfaction and future product needs.

Summary Pay Range:

$ - $

Compensation and benefits offered may…