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 is, and will remain, a global leader. All our achievements—our ability to power the world’s infrastructure, our cutting-edge products and services and our world-class supply chain—are only possible because we employ the very best talent.

As a Senior Account Manager with the Global Construction & Infrastructure division, you will cover one or more of GCI’s global accounts responsible for all aspects of account management for large surface and underground Global Construction and Global Quarry customers including: setting the vision for the account, strategy development, strategy execution, driving innovation, global and regional relationship management, and alignment between Cat marketing and product business units.  This role ultimately ensures a legacy where one or more of GCI’s customers will have increased machine, parts, and services participation with Caterpillar and it's dealers while increasing OPACC for all parties and, increasing the customer satisfaction and loyalty. 

Specifically, in this role you can expect to: 

• Negotiate complex, single and multi-year signed agreements by Caterpillar and Customer executives. 

• Develop, execute and manage go-to-market strategies for the global accounts.

• Must be able to find mutually beneficial solutions with the customers to drive Caterpillar sales, revenue and OPACC growth.

• Ensure commitments are executed per the contract, manages major equipment transactions, and drives consistency for Customers on a worldwide basis so that Caterpillar risk is managed appropriately.

• Achieve business plans; responsibilities include assuring the proper commercial package is structured between the dealer, marketing company and other product groups to assure the business is obtained at acceptable financial returns for all parties.

• Manage the corporate relationship with one or more key global accounts with hundreds of sites globally.   

• Establish high-level relationships with Key customers (up to the CEO level) business decision makers and identifies business needs and problems. 

• Consult with dealers and district teams about sales and service support of product to Global Account customers, to ensure customer satisfaction is maintained.  

• Develop and implement market strategies and secure commitment of Caterpillar and Dealer resources to assure continued customer satisfaction. 

What You Have (Skills, Knowledge and Experience):

• Progressively responsible and broad experience in the sales/marketing/product support disciplines along with several years in equipment sales/marketing
• Experience in the field and working with dealers
• Industry Knowledge: strong product/application background (including familiarity with customers’ business drivers, KPIs and metrics) as well as a thorough understanding of merchandising programs and dealer operations. 
• Value selling skills to effectively influence senior management.
• Effective Communication: Communicates well downward, upward, and outward.
• Ability and willingness to travel between 50% and 60% of the time.

 Top candidates will also bring:

• International exposure
• High proficient team working skills
• High Analytical capability & good presentation skills
• Ability to work the matrix efficiently
• Prior experience working directly with customers, such as corporate accounts
• Good working understanding of the needs of customers, dealers, and product groups
• Experience with influencing Dealer Leadership to pursue new markets & opportunities

Location & Travel

• This role travels frequently to dealer locations (50-60%) in North America with some international travel required
• Physical Location: Peoria, IL
• Domestic relocation assistance is available

How We Support You (Employee Benefits)

Our goal at Caterpillar is for you to have a rewarding career. We offer a total rewards package that provides day one benefits (medical, dental, vision, RX, and 401K) along with the potential of a yearly bonus. Additional benefits include paid vacation days and paid holidays (prorated based upon hire date).

Your Work Shapes the World

At Caterpillar, we believe each person is unique and valued, and are committed to ensuring that our workplace is diverse and representative of the many customers we serve around the globe. Different perspectives help us achieve our best work and come together to form a high-performing Caterpillar team that makes positive changes in the communities where we live and work.

Whether it be groundbreaking products, best in class solutions or creating a lifelong career, you can do work that matters at Caterpillar. With a 95-year legacy of quality and innovation and 150 locations in countries around the world, your impact spans the globe.

SENIOR ACCOUNT MANAGER