Account Manager
7 months ago
**Career Area**:Sales**:
**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.
WE BUILD WHAT MATTERS What matters most to you? Is it being part of a strong team? Supporting your family? Solving global problems? You can do these and more at Caterpillar; where your work enables progress around the globe, and you contribute to meaningful work.
Caterpillar Defense has an exciting opportunity for an **Account Manager. **In this role, you will have considerable latitude and full authority to implement decisions within a broad framework based upon experience professionalism, and a thorough understanding of the operating principles and policies of CAT Defense and Caterpillar Inc.
**About Caterpillar Defense**
Caterpillar Defense represents all industry segments within Caterpillar. Caterpillar’s company strategy includes sustainability as one of four focus areas, and Caterpillar Defense leverages industry team support to actively prepare and offer green energy solutions for the future.
**Job Duties/Responsibilities may include, but not limited to**:
**Account Management**:
- Develop and deliver business plans to maximize sales and grow OPACC with each existing customer.
- Develop relationships with key deciders at the customer/dealer level to understand their long-term plans. Integrate Caterpillar Defense product and service strategies with customers/dealers and organize contacts at the highest levels.
- Facilitate or participate in, and follow-through, through the resolution of issues in all aspects of the relationship.
- Develop specific joint marketing activities with the Caterpillar dealer.
**Sales Development / Growth**:
- This position is responsible for calling on key accounts and the appropriate contacts. It requires developing plans to penetrate targeted key accounts and then physically calling on the target accounts to win new business. Penetration of accounts includes winning the agreement of Senior Management, technical and design groups, purchasing, and logistics resulting in growth. Growth comes from new accounts and the expansion of existing business.
- The AM identifies trends as they develop and plans for the impact on the business unit. Develop growth strategies, analyze the assigned market forces in the assigned geographic area, and develop and implement action plans to target and breakthrough identified key/priority prospective customers.
- Develop relationships with key decision-makers at target dealers, to understand their long-term plans and influence them to integrate Cat Defense products and service strategies. Organize contacts at the highest levels.
- Consult with dealers and Caterpillar districts on the sale and service support of products to major defense customers. Travel in the field to monitor and resolve issues regarding customer satisfaction and future product needs.
- Participate in sales promotional activities (Trade Shows, Hospitalities, etc.).
**Sales Processes**:
- Input the company’s forecasts and long-term plans. Maintain forecast accuracy at target levels.
- Input the weekly and monthly reports.
- Develop continuous improvement activities, both internally and with customers.
- Work with Program Managers to establish product objectives and incorporate customers’ requirements into the NPI process.
- Provide feedback to central services: customer & competitor information.
- Manage Product profit margin.
- This position manages product forecasting and planning.
**Specific to the Caterpillar Defense Sales role**
- Have a deep understanding of planning and execution of Foreign Military Sales and related Governmental processes and timelines; customer budgeting, procurement processes, and requirements shaping.
- Be the International Defense Sales team’s “Product Champion” for the range of Caterpillar’s machine portfolio.
- Assist Program Managers in the sharing of product development and NPI information to the respective product teams within Caterpillar Defense and with customers.
- Be the prime interface for the product teams, to represent Cat Defense for the development of new, products and marketing plans and tools, meeting our customers’ and prospects’ needs.
- This position makes regular visits to international job locations to provide advice and counsel to potential customers/dealers and to align with the supervisor and sales team.
- The position is required to travel frequently - up to 50%.
Prior military service & experience or related industry experience is considered highly beneficial.
**Basic Qualifications**:
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