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 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's Electric Power Division (EPD) offers integrated solutions, parts, and services to meet the needs of our various commercial and industrial electric power customers. EPD supports a wide range of customer applications across the globe, including providing back-up power to hospitals, providing emergency power when natural disasters strike, and supporting critical infrastructure for data centers, municipalities, and more. With a rich history of more than 95 years in the electric power business, our team has world-class expertise and a proven ability to adapt to changing demands. We’re committed to providing sustainable and reliable solutions to our customers. Join our team to help build a better, more sustainable world for future generations!

Job Summary:

Lead development and execution of technical and commercial offerings to customers, to achieve sales and profit goals. Oversees and coordinates all sales and various solution programs for a significant client or specific client group.

What you will do:

• Customer and Dealer Relationships: Build and maintain strong relationships with project teams, dealers, and Caterpillar factories to ensure alignment and successful execution of projects.

• Provide advice and guidance to customers, dealers and internal stakeholders on product application, and other technical and commercial information.

• Serving in a consultative role as in-house expert on specific product, service, solution and technologies to company officers, development, marketing, and corporate strategy.

• Working on the most complex technical projects or business issues requiring expert level technical or industry knowledge; integrating customer and emerging business needs into company platforms.

• Internally and externally serving as a business contributor; maintaining affiliations and relationships with internal and external business, partners, experts, professional organizations, and customers.

• Conducting analysis of organizational needs and goals; leading research efforts involving new products, services, solutions, processes and technologies to continually enhance the business portfolios.

• Developing and managing sales programs in alignment with long and short-term sales strategies

• Establish training programs for sales team and dealers.

• Project Milestone Tracking: Lead the tracking of critical project milestones, including order entry, release, shipping and commissioning startup, to ensure timely delivery and to minimize risks.

• Risk Management and Problem Solving: Proactively identify potential obstacles or risks to project success and develop mitigation strategies.

• Communication and Collaboration: Act as a bridge between Caterpillar factories, dealers, customers, and project site teams ensuring clarity and alignment on project objectives and execution.

• Pipeline Management: Oversee regional demand forecasting and fulfillment, prioritising key projects and ensuring efficient resource allocation.

• Manage regional forecasting and demand planning for a portfolio of accounts.

• Develop strategies for effective project execution and change order management.

• Optimise communication and processes to reduce variability and enhance project outcomes.

What You Have:
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 customised customer solutions.

• 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 dealers and customers to understand their wants, needs and expectations.

Technical Expertise

• Knowledge of power generation systems (Natural Gas and Diesel powered) and data center applications, including balance of plant requirements, power electronics, packaging and Caterpillar Solutions.

• Knowledge of equipment cycle times, front-end scheduling, heavy equipment manufacturing and complex project deliveries.

Relationship Management

• Ability to build and maintain strong relationships with key stakeholders, including customers, internal Caterpillar supporting teams and Caterpillar Dealers.

• Skilled in navigating complex, cross-functional teams to achieve alignment and foster collaboration.

Account Management

• Leads account management on day-to-day activities and provides services and support to existing customers or accounts.

• Participates in orchestrating and coordinating a team sale

• Uses proper resources for the day-to-day support to customers.

• Analyses the sales history and current activity for a specific account.

• Coordinates with internal support functions to meet unique customer needs.

Value Selling:

• Acquires and retains customers in multiple settings using 'value selling' techniques.

• Delivers value-added services to customers beyond delivery of a purchased product, technology or service consistently.

• Qualifies sales prospects based on a clear understanding of customer business needs and the service company's determined ability to meet those needs.

• Solicits feedback from the customer community as a valued service provider.

• Teaches and coaches 'value selling' principles and practices to others within the organization.

Project Management

• Expertise in leading end-to-end project milestone tracking, including order entry, release, shipping and commissioning startup.

• Proven ability to prioritise tasks, manage competing deadlines, and ensure on-time project deliver.

• Skilled in change order management to adapt to evolving project needs without compromising quality or delivery timelines.

• Proficiency in Project Management tools, software, Excel, Power BI and Salesforce.com.

• Relentless attention to detail to ensure contract execution.

Risk Assessment and Mitigation

• Ability to proactively identify project risks and obstacles.

• Experience in developing and executing mitigation strategies to ensure project success.

• Strong analytical skills to anticipate potential pitfalls and design preemptive solutions.

Service Excellence

• Anticipates customers' needs and satisfies them proactively.

• Resolves complex customer complaints or problems.

• Teaches others how to deliver excellent customer service in a variety of settings.

• Participates in developing a variety of effective ways to deal with difficult customers.

Consulting

• Explains the requirements, deliverables, costs, and criticalities of the assignment.

• Leads in developing consulting opportunities or assignments.

• Uses formal and informal means to keep client informed on progress and issues.

• Carries out the agreed-upon consulting assignment in a professional manner.

• Documents client's objectives and project scope.

Influencing:

• Develops basic persuasive arguments.

• Discusses organizational culture around providing input on decisions.

• Uses active listening skills and probing techniques to surface opportunities to influence.

• Identifies who the decision makers are and how they receive information.

• Regularly presents ideas or suggestions to associates in persuasive terms.

Strategic Planning

• Proficient in demand forecasting, pipeline management, and resource allocation.

• Skilled in developing and executing strategic project plans to align with long-term business goals.

• Ability to influence decision-making through data-driven insights.

Communication and Stakeholder Alignment

• Excellent written and verbal communication skills for conveying complex technical information to diverse audiences.

• Ability to present and communicate to an audience of executives and senior level management.

• Skilled in bridging communication gaps between internal teams, dealers and customers.

• Adept at crafting persuasive narratives to align stakeholders on project goals and strategies.

• Ability to handle customer escalations with urgency and poise.

Degree and Experience Requirement:

Degree or equivalent experience desired.

Additional Information:

• This role requires travelling up to 75% of the time internationally.

• This position requires working onsite five days a week.

• Caterpillar is not currently hiring individuals for this position who now or in the future require sponsorship for employment visa status; however, as a global company, Caterpillar offers many job opportunities outside of Australia which can be found through our employment website at www.caterpillar.com/careers.

• Relocation is not available for this role.

Posting Dates:

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

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