Account Manager - Caterpillar Defense

Caterpillar Inc.•Irving, TX

1d•$128,470 - $192,710•Onsite

About The Position

The US Vehicle Power Train Account Manager focuses on growing new and increasing current business opportunities with key US-based defense contractors. As part of the sales team in Caterpillar Defense, the focus will be on the development of sound business relationships with government customers, original equipment manufacturers, dealers, and other relevant strategic partners. Reporting directly to the Caterpillar Defense International Sales Manager, this position requires a strong, motivated, self-driven individual with defense experience, industry knowledge, and an ability and hunger to learn from a strong team.

Requirements

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.
Industry Knowledge: Knowledge of the organization's industry group, trends, directions, major issues, regulatory considerations, and trendsetters; ability to apply industry knowledge appropriately to diverse situations.
Relationship Management: Knowledge of relationship management techniques; ability to establish and maintain healthy working relationships with clients, vendors, and peers.
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.

Nice To Haves

Facilitates customized solutions in foreign sales by aligning offerings with international customer needs and expectations
Fosters strong customer relationships via delivery on commitments, open communication, and on-going feedback/improvement.
Anticipates international customer needs, focusing efforts to proactively meet needs and exceed customer expectations.
Educates others on own organization's market position and niche within the global industry landscape
Compares and contrasts the latest developments and emerging issues across international markets
Raises coworkers' awareness of industry standards, practices and guidelines.
Assesses how regulatory and reporting requirements apply to own organization.
Explains the evolution of industry segments, highlighting global trends, consequences, and key issues.
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.
Delivers bottom-line proof with credible third-party validation that proposed solutions deliver benefits of greater value than the competition.
Researches customer's industry, strategies, environment and plans to support their business needs.
Builds loyalty and 'partner versus vendor' relationships by helping customers understand, diagnose and resolve their complex business issues.
Provides analysis tools to identify, quantify and qualify business issues and solution value components to help clients assess alternative business proposals.
Provides highly solicited mentoring to various organizations regarding all aspects of 'value selling'.
Presents compelling business cases for very complex business issues, shifting proposed solution focus from cost to overall value (benefits/payback).

Responsibilities

Management of key US based defense accounts for vehicle powertrain alongside other US focused members of the team.
Work with Business Development and other cross functional teams to deliver Cat Defense as the best solution and achieve increased growth opportunities.
Present growth opportunities to key stakeholders for business go/no go decisions.
Be a strong advocate for Cat Defense with key customers, operators and industry to increase, manage and communication both internally and externally - key growth opportunities.
Represented Caterpillar & Cat Defense at key defense exhibitions
Create a strong link and business relationship with key accounts
Work with senior management to establish a vision and overarching strategy needed to accomplish sales growth goals that aligns to Caterpillar Defense’s objectives.
Create a sense of urgency and intense customer and dealer focus with close collaboration with partners to deliver high levels of customer satisfaction and sales growth year over year.
Effectively manage and analyze the customer throughout the lifecycle, with a goal of improving customer relationships and driving sales growth.
Develop effective internal partner relationships and relationships with major customers so that sales objectives can be achieved.
Consult with various departments within Caterpillar regarding the direction and strategies that key industry leaders will be adopting in the future.
Collaborate with dealers and districts about sales and service support of product to “corporate account” customers.
Ensure that account decision makers have been fully exposed to the features/ benefits available from Caterpillar products, dealer, and marketing before they finalize purchasing decisions.
Communicate effectively across product, industry, dealer and/or customer audiences to gain understanding and acceptance of ideas and recommendations.