Career Area:

Sales

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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 \xe2\x80\x93 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 \xe2\x80\x93 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\xe2\x80\x99s 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.
• Coordinate application engineering activities with each customer in the portfolio. Build the customer\xe2\x80\x99s knowledge of our products and grow the visibility of Caterpillar Defense within their organization.
• 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\xe2\x80\x99s 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\xe2\x80\x99 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\xe2\x80\x99s \xe2\x80\x9cProduct Champion\xe2\x80\x9d for the range of Caterpillar\xe2\x80\x99s 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\xe2\x80\x99 and prospects\xe2\x80\x99 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 \xe2\x80\x93 up to 50%.

Prior military service & experience or related industry experience is considered highly beneficial. Basic Qualifications:

• Bachelor\xe2\x80\x99s degree in business management, Marketing, Engineering, or related field AND / OR: 8-10+ years of heavy equipment sales experience with exposure to national and regional accounts \xe2\x80\x93 experience with military customers is a plus.
• Demonstrated ability to build executive relationships and sell strategically to large accounts.
• Fluency in English and ability to work in a multicultural environment \xe2\x80\x93 knowledge of foreign languages is a plus.
• Computer literacy with Microsoft Office Suite \xe2\x80\x93 Word, Excel, Outlook, and PowerPoint.
• Ability to manage budgets.
• Valid driver\xe2\x80\x99s license required.
• Ability to travel up to 50%. International travel required.

Top Candidates Will Also Have:

• Ability to influence, lead, and gain alignment of internal and external business partners.
• Excellent interpersonal skills are required to deal with sensitive issues, develop others, or persuade others inside and outside the department to take specific actions.
• Ability to effectively communicate with Senior Leaders at the customer level and internally.
• Ability to communicate and present at all levels.
• Demonstrated ability to implement strategic sales plans focused on growing sales and achieving profitability and budget goals.
• Proven ability to overcome obstacles and provide creative and successful sales solutions.
• Proven business planning, budgeting, and P&L skills.
• Consultative/solution selling.
• Effective time management skills.
• Strong presentation and communication skills, both verbal and written.
• Ability to adapt to changing environments.
• Strong analytical, critical thinking, and problem-solving skills.
• High-energy self-starter as well as a collaborative team player
• Project management competence is a plus.

Additional Information

• Not open to ISE / No ex-PAT package offered.
• No relocation offered.

Please frequently check the email associated with your application, including the junk/spam folder, as this is the primary correspondence method. If you wish to know the status of your application \xe2\x80\x93 please use the candidate log-in on our career website as it will reflect any updates to your status.
Caterpillar is an Equal Opportunity Employer and considers applicants for all positions without regard to race, color, religion or belief, sex, age, national origin, citizenship status, marital status, military/veteran status, genetic information, sexual orientation, gender identity, physical or mental disability or any other characteristic protected by applicable laws.
Caterpillar is committed to creating a dynamic work environment that values diversity and inclusion, respect and integrity, customer focus, and innovation. For more information, visit https://www.caterpillar.com/en/careers/why-caterpillar.html
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NB. The panel cannot make assumptions when shortlisting therefore please demonstrate your qualifications and experience on your CV relevant to the criteria outlined.
Pending the number of applications, the criteria for the position may be enhanced to facilitate shortlisting. Caterpillar is an Equal Opportunity Employer (EEO). Not ready to apply? Join our Talent Community .