Account Manager - Marine

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.

Role Definition

Oversees and coordinates all sales and various solution programs for a significant client or specific client group. This position has a direct impact on the customer base, customer development & retention and the dealers’ success in the Marine market.

Responsibilities

• Following organizational policies and procedures and maintaining clear and direct line of communication within the organization to meet customer requirements.
• Consult with dealers and internal business partners on the subject of sales and service support of product to “ate account” customers.
• Designing processes for informing customer of rates, shipping date, anticipated delays and any additional information needed by the customer.
• Working directly with customers to collect information, sell additional products and services to current customers, and ensure customers’ needs are met.

Skill Descriptors
Customer Focus: Extensive 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: Working knowledge of the organization’s industry group, trends, directions, major issues, regulatory considerations, and trendsetters; ability to apply industry knowledge appropriately to diverse situations.

Decision Making and Critical Thinking: Working knowledge of the decision-making process and associated tools and techniques; ability to accurately analyze situations and reach productive decisions based on informed judgment.

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.

Negotiating: Extensive 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.

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

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

Value Selling: Extensive 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.

Basic Qualifications

• A college degree or equivalent experience with 8 plus years of specific to Marine industry experience in order to gain recognition as a company expert.
• At least one international assignment or considerable travel/experience, broad business background, specific long-term industry knowledge
• Be able to deal with sensitive issues, mentor and coach others or persuade others on new methods of engines application, new technology and distribution methods.
• Ability to travel frequently, mainly within EAME region (up to 50% of work time).

Top Candidates will also have:

• Knowledge of another European (French as preferred) or Arabic language

What we offer you

• A learning, training, and development culture
• Competitive base salaries, performance related bonus and vacation allowances
• Housing & Transport allowances
• Schooling support
• Medical & Life insurance coverage for you & eligible dependents

Posting Dates

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

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