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’re not just talking 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.

The Core Region Managed Account Sales Support team is looking for an Account Manager to lead tender and request for proposal (RFP) coordination for CI Managed Accounts which serves as a key enabler to growing customer loyalty, as well as manage relationships with some National Account customers. This person will serve as the single point of contact (SPOC) supporting Account teams across industries to execute RFP and tender responses to ensure overall alignment with business partners, all while meeting customer requirements.

This role works in lock step with the Lead Account Managers who own the customer relationships in addition to in partnership with our Dealers. Additionally, this role offers the opportunity to step into formal account management by serving as Account Manager with a National Account(s).

• Serve as the lead on significant RFP and tender requests, ensuring customer requirements are met and aligned within the timeframe given
• Serve as the liaison and single point of contact (SPOC) between Account Management teams across industries, where required, and across all other key participants and stakeholders within the process
• Identify process enhancements and efficiencies ensuring continued customer satisfaction, in addition to consistency, repeatability, and ability to increase business velocity
• Uphold organizational policies and procedures, maintaining clear and direct line of communication within the organization to meet customer requirements
• Participate in customer negotiations, as needed
• Lead key customer projects in collaboration with business partners to grow machine and aftermarket business

• Develop and execute account strategy to deliver key business results for assigned account(s)
• Build deep customer relationships, serve as trusted advisor across business to maintain and drive customer loyalty
• Serve as the single point of contact for account
• Partner with Cat Dealers to support account portfolio needs

• 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.
• Decision Making and Critical Thinking: Ability to accurately analyze situations and reach productive decisions based on informed judgment.
• Effective Communications: Ability to effectively transmit, receive, and accurately interpret ideas, information, and needs through the application of appropriate communication behaviors.
• Negotiating: Ability to negotiate successfully across the organization and with external vendors and clients in a constructive and collaborative manner.
• Relationship Management: Ability to establish and maintain healthy working relationships with clients, vendors, and peers.
• Account Management: Ability to manage day-to-day activities, providing services and support to existing clients.
• Value Selling: Ability to provide overall product/service 'value' and to differentiate support offerings that address clearly understood customer needs.

• Bachelor’s degree
• Understanding and experience with Caterpillar Global or Corporate Accounts customers
• Dealer/Customer field experience
• Experience in prime product sales/marketing
• Sound decision-making, and ability to apply this knowledge appropriately in diverse situations
• Excellent communication skills,…