Global Senior Account Manager

Career Area
Sales
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.
As a Senior Account Manager with the Construction Industries Services Division (CISD), you will cover one or more of CI\’s Global Accounts responsible for all aspects of aftermarket account management for large surface, construction and quarry customers. This includes setting a customer back vision for the account, strategy development and execution, driving innovation, global and regional relationship management, and alignment between marketing, field sales teams, and services development business units. Working alongside our dealers, we serve customer needs throughout the product lifecycle. This role ultimately ensures a legacy and relationship with the respective customer resulting in increased parts and services participation with Caterpillar and its dealers.
What You Will Do

• Negotiate complex, single, and multi-year signed agreements by Caterpillar and customer executives.
• Set and determine the strategic direction for parts and services marketing communications to dealers and customers. This includes the overall Caterpillar Services Go-To-Market messages as well as the aftermarket product groups.
• Provide direction to the parts product groups as to relevancy of their communication tactics and offerings.
• Work across the CISD team to ensure market needs and requirements are integrated into Services Go-To-Market marketing communication plans.
• Travel in the field to monitor and resolve issues regarding customer satisfaction and future product needs.
• Develop aftermarket services and other types of program planning for assigned customers.
• Provide consistency with announcement of new materials to marketing organizations and dealers while ensuring the product support value message is broadcasted across the enterprise.
• Partner with Global Constriction & Infrastructure Division (GCI) to find mutually beneficial solutions with customers to drive Caterpillar sales and revenue.
• Ensure commitments are executed per the contract, manages aftermarket offerings, and drives consistency for customers on a worldwide basis.
• Achieve business plans, including the development of aftermarket services to support the customers short and long strategy.
• Manage the aftermarket 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 aftermarket services 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.

Key Skills For Your Successful Assignment

• 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.
• Decision Making and Critical Thinking: Knowledge of the decision-making process and associated tools and techniques; ability to accurately analyze situations and reach productive decisions based on informed judgment.
• Effective Communications: Understanding of effective communication concepts, tools and techniques; ability to effectively transmit, receive, and accurately interpret ideas, information, and needs through the application of appropriate communication behaviors.
• Negotiating: Knowledge of successful negotiation concepts and techniques; ability to negotiate successfully across the organization and with external vendors and clients in a constructive and collaborative manner.
• Relationship Management: Knowledge of relationship management techniques; ability to establish and maintain healthy working relationships with clients, vendors, and peers.
• Account Management: Knowledge of account management; ability to manage day-to-day activities, providing services and support to existing clients.
• Value Selling: Knowledge of the principles and practices for selling products, technology and services; ability to provide overall product/service \’value\‘ and to differentiate support offerings that address clearly understood customer needs.

Top Candidates Will Also Have

• 8 or more years of progressively responsible and broad experience in the sales/marketing/product support disciplines or equipment sales/marketing
• Bachelor\’s degree or equivalent years of professional experience
• At least 4 years\‘ experience in the field and working with dealers.
• Previous account management and/or Aftermarket Sales Representative experience is desired

Additional Details

• A valid Swiss work permit or Swiss or EU-25/EFTA citizenship is required for this position.
• The role is fully onsite, five days a week.
• Travel: up to 50% domestic and international

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