Account Manager - Retail Electric Power Solutions (REPS)

Caterpillar Inc.•Griffin, GA

2d•$128,470 - $192,710•Onsite

About The Position

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. About EPD: 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: The Electric Power Division is seeking an Account Manager to join our team and lead strategic account development efforts across priority customer segments. This role is responsible for identifying and developing new customer opportunities, building trusted relationships with end users and influencers, and engaging Caterpillar dealers to convert opportunities into booked business. This position is not a direct selling role. Instead, the Account Manager acts as a commercial expert, customer advocate, and orchestrator—bringing together Caterpillar capabilities, dealer resources, and partner networks to solve customer energy challenges using generator sets and integrated electric power solutions. The ideal candidate brings generator set and power systems expertise, deep experience working with customers and dealers, and the ability to influence decisions early in the project lifecycle.

Requirements

Knowledge of the decision-making process and associated tools and techniques; ability to accurately analyze situations and reach productive decisions based on informed judgment.
Applies an assigned technique for critical thinking in a decision-making process. Identifies, obtains, and organizes relevant data and ideas. Participates in documenting data, ideas, players, stakeholders, and processes. Recognizes, clarifies, and prioritizes concerns. Assists in assessing risks, benefits and consideration of alternatives.
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.
Delivers helpful feedback that focuses on behaviors without offending the recipient. Listens to feedback without defensiveness and uses it for own communication effectiveness. Makes oral presentations and writes reports needed for own work. Avoids technical jargon when inappropriate. Looks for and considers non-verbal cues from individuals and groups.
Knowledge of relationship management techniques; ability to establish and healthy working relationships with clients, vendors, and peers.
Communicates to clients regarding expectations of all parties. Participates in negotiating the terms of the business relationship. Conducts periodic reviews of work effort, progress, issues, and successes. Maintains productive, long-term relationships with clients or vendors. Creates opportunities to educate support teams on client priorities. Empowers others to establish collaborative, healthy relationships.
Knowledge of account management; ability to manage day-to-day activities, providing services and support to existing clients.
Participates in orchestrating and coordinating a team sale. Uses proper resources for the day-to-day support of existing clients. Analyzes the sales history and current activity for a specific account. Coordinates with internal support functions to meet unique client needs. Provides account management support to a specific customer or account.
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.
Acquires and retains customers in multiple settings using 'value selling' techniques. Coaches others on the application of 'value selling' principles and practices. 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' to others within the organization.

Nice To Haves

Bachelor’s degree in business or a related engineering field from an accredited university or college.
Prior experience working directly with customers or distributors in an account management, technical sales, or business development role.
Demonstrated success influencing customers and partners without direct selling authority.
Ability to communicate complex technical concepts clearly to non-technical and executive audiences.
Broad business background combined with strong technical expertise in power generation systems.
Prior field, dealer, customer, or application engineering experience.
Strong collaboration, relationship-building, and problem-solving skills.
Comfortable working across regions, cultures, and organizations to align diverse stakeholders.

Responsibilities

Develop and execute global account strategies, building strong executive-level customer relationships.
Serve as the single point of coordination across customers, internal teams, and the global dealer network.
Align dealers and internal stakeholders on pricing, specifications, and commercial strategy.
Facilitate collaboration across multiple dealers to support complex, multi-territory opportunities.
Align internal teams and dealers to ensure seamless execution of customer requirements and timelines.
Maintain strong relationships through ongoing engagement, feedback, and structured business reviews.
Lead escalation management, ensuring timely and effective resolution across stakeholders.
Monitor account performance and drive alignment with KPIs, service levels, and commitments.
Act as the voice of the customer to improve processes, solutions, and dealer collaboration.