Senior Account Manager - Mining

Overview

Career Area: Sales

What you will do defines the Senior Commercial Manager for Caterpillar Job Site Solutions. This role is industry focused within the mining segment, developing, defining, and selling services and solutions to optimize customers’ fleet, equipment, and operational activities to deliver specific customer outcomes. The role builds deep trusted advisor relationships with major customers, key dealers, industry stakeholders, and region teams, serving as the conduit for all Solutions development opportunities within the mining industry segment.

It leads Resource Industry alignment, growth targets and metrics, and collaborates with internal partners including Product Groups, Region Teams, Dealer, Cat Fi, Business Resources, and the extended JSS team. It also supports JSS Account Managers for Managed Account Solutions development. This role communicates the Solutions message to internal and external partners to gain alignment for the growth of the JSS portfolio.

This role is ideal for professionals who have built their careers across commercial and mining sectors and can leverage that dual perspective to deliver meaningful results.

• Managing a large mining industry portfolio, large customer base, and/or large growth potential industry territory in a highly independent and self-driven environment, leveraging success and expertise in sales, applications, finance, product support, and/or other relevant Solutions-based areas.
• Coordinating with Dealers, Region Team, Product Groups, Cat Fi, Business Resources, Cat Legal, extended JSS Team, and other internal partners to establish aligned goals, risk management approaches that create customer value, and compelling offers and commercial terms.
• Establishing deep relationships with mining industry leaders, customer decision makers, application experts, and internal Cat segment organizations to create trust and velocity in opportunities and Solutions development.
• Utilizing mining industry analysis, customer insights, application expertise, and related tools to drive engagement, prioritized market plans, and pipeline growth.
• Collecting customer requirements, industry competitive intelligence, and market trends to inform Industry Strategy Managers for new offerings.
• Leveraging and refining Fleet Service Agreements, performance-based models, and industry-tailored structures, including new offerings that maximize value for customers and Caterpillar.
• Expanding the customer portfolio through new customers and new applications across mining.
• Integrating technology and capabilities in condition monitoring, production optimization, autonomy, and other areas into solutions delivering on customer outcomes.
• Achieving Total Contract Value Sales in the mining portfolio that meet/exceed OPACC and risk targets ($25–$50M+ for this senior role).
• Mentoring new JSS Commercial Managers and supporting onboarding of other Cat Solutions employees.

• Total Contract Value Sales
• Integrated PO/CM Proposals
• New Customer/Site Proposals
• Pipeline Growth

• Value Selling: Direct Field Experience working with off-highway vehicles.
• Customer Focus: Knowledge and/or experience working with CAT Dealers. Familiarity with machines, components, and systems.
• Industry Knowledge: Experience in commercial and mining sectors.
• Decision Making and Critical Thinking: Knowledge of the decision-making process and tools; ability to analyze situations and reach productive decisions.
• Effective Communications: Superior written and verbal communication skills across technical discussions and executive presentations.
• Negotiating: Sales and negotiation experience; ability to negotiate across the organization and with external vendors in a constructive, collaborative manner.
• Relationship Management: Strong relationship-building skills and ability to execute through a team of Caterpillar, Dealer, and Customer personnel. Demonstrated team leadership.
• Account Management: Ability to manage day-to-day activities, provide services to existing clients, and identify/develop new clients.

• Experience working with Cat dealer sales teams or product…