Defense Account Manager – International/Foreign Military Sales

Caterpillar Inc.•Irving, TX

7d•$128,470 - $192,710•Onsite

About The Position

Caterpillar Defense proudly serves all branches of the U.S. military and federal government, allied militaries and governments, and original equipment manufacturers. For over 100 years, we have supplied reliable products and solutions to government agencies and military forces worldwide, supporting people who put their lives on the line to provide security, generate energy and supply humanitarian aid. Today, we continue to deliver leading-edge products and global services, working around the clock and around the world to deliver the power and performance that customers need. Caterpillar’s largest single customer is the U.S. Department of Defense.190,000+ machines, tanks, tactical vehicles, and submarines move missions forward with Cat engines. We also provide solutions for power generation and surface ships. Cat has powered crucial engineering and logistical operations in every major conflict since WWI. Caterpillar Defense currently has an opening for an International Sales / Foreign Military Sales (FMS) Account Manager located in Irving, Texas. As the Account Manager, you will work with U.S. Government Foreign Military Sales (FMS) through the U.S. Department of State, Defense Security Cooperation Agency (DSCA), Department of War, U.S. Army TACOM Security Assistance Management Directorate (SAMD), and Defense Logistics Agency (DLA) acquisition and end-user communities by developing Caterpillar solutions for machine products and services. This position provides account manager coverage for machine sales through the Caterpillar Dealer network for International Sales to allied nation military customers across the globe, assists with achieving delivery of the annual business plan, and meeting the contractual obligations of our customers while mitigating enterprise risk.

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 customer-back machine solutions.
Analyze customer applications and product configurations to develop machine solutions that will meet end-user needs.
Foster strong customer relationships via delivery on commitments, open communication, and on-going feedback/improvement.
Industry Knowledge: Machine product knowledge, construction equipment and Material Handling Equipment (MHE) industry trends, directions, major issues, regulatory considerations; ability to apply industry knowledge appropriately to diverse situations.
Industry background in Engineering, Marketing, Business, or Program / Project Management.
Demonstrates thorough knowledge of machine products and customer application expertise.
Analyzes and communicates industry trends and competitive landscape to leadership.
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 internally and externally with vendors & customers in a constructive and collaborative manner.
Successfully completes negotiations, both internal and external.
Account Management: Knowledge of account management; ability to manage day-to-day activities, providing services and support to U.S. Government Foreign Military Sales and International Sales to allied military customers through the Cat Dealer network

Responsibilities

Drive development of customer-back solutions for U.S. Government FMS sales through the U.S. Department of State, DSCA, U.S. Army TACOM SAMD, DLA and International Sales world-wide through the Caterpillar Dealer network to allied nation military customers, working across functional areas within Caterpillar Defense, and collaborating with Cat Dealers, suppliers, and product groups of every Machine Business Division to maximize machine sales and long term profitable growth, market Caterpillar products and services, and maintain compliance with U.S. federal government contractual obligations.
Influence the development of new requirement specifications for Caterpillar machine products with U.S. government FMS and International Sales with allied nation military customers across globe.
Execute the entire sales process from account planning, capture planning, sales forecasts, developing proposals, preparing quotes, bidding on competitive solicitations, and managing opportunities in the sales pipeline using Salesforce Customer Relationship Management (CRM) through contract award and award hand off.
Support award hand off to the order-to-delivery processes that achieve the annual business plan and meet the contractual obligations of U.S. Government FMS sales, U.S. Department of State, U.S. Department of War, and other Federal government customers plus International Sales to allied nation military customers, while mitigating enterprise risk.
Provide account management support across International Sales to allied nation military customers, U.S. Government FMS Sales, and other relevant organizations and defense contractors that support the mission.
Perform complex and challenging assignments to support Caterpillar Defense engaging FMS sales and International Sales with allied military customers in marketing plans, trade shows, industry events, and customer visits/demonstrations that enable strategic growth opportunities.
Satisfy Caterpillar Defense’s internal and external contractual and regulatory compliance requirements by profitably winning new business the right way.
Research and analyze past and future Caterpillar machines sales, industry trends, and competitive landscape that supports development of sales forecasts and business strategies for long term profitable growth.
Provide analysis and recommend solutions to help resolve customer or dealer service issues and improvement measures.