Director of Managed Accounts

Caterpillar•Peoria, IL

2d•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. Role Summary: Customer Solutions Core Region is seeking a Director of Managed Accounts to lead growth for Construction Industries managed accounts across North America. This senior leadership role is responsible for strengthening long-term customer partnerships, driving profitable revenue growth, and delivering integrated, customer-centric solutions across segments. Leading a team of 10–15 experienced Account Managers across the U.S. and Canada, this leader will play a key role in advancing commercial strategy, empowering cross-functional decision-making, and delivering measurable value for customers, dealers, and Caterpillar.

Requirements

Value Selling: Builds trusted customer partnerships by understanding complex business needs and positioning differentiated solutions that deliver measurable value.
Strategic Thinking and Decision Making: Anticipates market trends, evaluates opportunities and risks, and makes informed decisions that support long-term business growth.
Negotiating and Influencing: Leads high-impact negotiations, influences decisions across stakeholder groups, and balances customer needs with business priorities.
Collaboration: Builds alignment across customers, dealers, and internal teams to solve complex challenges and deliver integrated solutions.
Effective Communication: Communicates clearly and credibly with diverse internal and external audiences to drive engagement, alignment, and results.
20+ years of commercial experience, including customer-facing roles, sales growth accountability, and formal leadership responsibilities.
Strong understanding of the construction industry, Caterpillar products, and the North American market.
Demonstrated financial acumen and ability to connect commercial strategy to business outcomes.

Nice To Haves

Bachelor’s degree or equivalent experience.

Responsibilities

Identify customer needs, business challenges, and growth opportunities; develop holistic enterprise solutions that deliver measurable value.
Build and sustain strategic, trust-based relationships with key customer, dealer, and Caterpillar stakeholders.
Partner with dealers and internal teams to expand market opportunities, strengthen account plans, and deliver integrated solutions across segments.
Make customer-focused decisions that balance responsiveness, risk, and business priorities while ensuring a seamless customer experience.