Safety Services Account Manager

Caterpillar Inc.•Peoria, IL

1d•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. At Caterpillar, you join a global team of makers and problem solvers committed to building stronger, more sustainable communities. Innovation and progress happen here every day, alongside our customers and the places we call home. Caterpillar Safety Services partners with teams across Caterpillar, Cat® dealers, and customers worldwide to strengthen safety performance. We’re seeking a dynamic Industry Account Manager (IAM) in Peoria, Illinois, OR Portland, Oregon to help organizations improve their safety culture. In this role, you’ll generate B2B leads through events, build a sales pipeline, and deliver results by connecting customers with our proven safety solutions. What you will do: As a Caterpillar’s Safety Service team member, you must have a growth mindset, promote continuous improvement, and help build a positive and inclusive culture. We do some of the most exciting work at Caterpillar, and we can’t wait for you to join the team! Generate leads and sales opportunities through presentations, either virtually or in person. Candidates must be confident in front of diverse audiences, delivering capability presentations to illustrate our principles and solutions (assessments, workshops and continuous improvement methodology). Creatively sharing personal stories and experiences in the field gives credibility to the IAM as a salesperson and a trusted advisor. The IAM must be disciplined in following processes and documenting lead and opportunity nurturing activities in Salesforce, our Customer Relationship Management (CRM) tool. Performance around these activities focusing on the end sales goal is the measure of success in this role. This requires attention to detail and comfort with using information systems extensively. IAMs communicate with other members of the Safety Services team (Marketing, Product Support, Consulting, Contract Manager) daily to ensure the processes of proposal generation & delivery, consulting event execution, and follow-up are completed with excellence. The values of safety, integrity, teamwork, excellence and commitment are essential in IAMs to foster team success. Support the customer consulting relationship once a contract is in place, including regular check-ins with the customer and consultant assigned. Ability to strongly collaborate with assigned consultants to best serve the customer’s needs and determine the next steps after delivering services. Consistently demonstrate and role-model the values and behaviors expressed and taught by Safety Services - specifically Initiative, Grit, and Straight Talk. Demonstrate these values in customer-facing work and internal interactions. Recognize, through appropriate feedback, the demonstration of these values in fellow team members and customer contacts. Sales Territory & Industry Coverage Construction, Quarry, Mining, Oil & Gas, and Manufacturing companies and Cat Dealerships in the western United States and Western Canada

Requirements

Safety or Industry Credibility: Experience in safety management and developing safety management strategies is desired.
Solutions Selling: This role sells culture change and leadership development solutions, versus physical goods.
Collaborating: You must work effectively and efficiently with other members of the Safety Services team – consulting, product support and leadership, as well as internal and dealer partners to best serve customers.
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 selling solutions.
Service Excellence: Knowledge of customer service concepts and techniques; ability to meet or exceed customer needs and expectations and provide excellent service in a direct or indirect manner.
Strong business management acumen.
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: Exceptional human relations and interpersonal communication skills. Polished and professional presentation style demonstrating the ability to command an audience with confidence and credibility.
Problem Solving: Knowledge of approaches, tools, techniques for recognizing, anticipating, and resolving organizational, operational or process problems; ability to apply knowledge of problem solving appropriately to diverse situations.
Relationship Management: Knowledge of relationship management techniques; ability to establish and maintain healthy working relationships with leaders, peers, and customers.
Bachelor’s or Master’s degree in Business Management, Environmental Health and Safety Management, Marketing, Psychology, Human Resources, Communications, or equivalent job-related experience in lieu of degree
5+ years relevant experience in the fields of practice or related industries and leadership
Seasonal travel required (up to 25% of working time), largely in the spring and fall months.
This is primarily an inside sales role, but travel is a regular part of the role, as you will attend conferences, trade shows, and visit customer sites for marketing and sales events.
Travel will be within North America.
When not traveling, you will work from the Peoria or Portland office.

Nice To Haves

Awareness of Serious Injury and Fatality (SIF) prevention practices and Human & Organizational Performance (HOP) principles will differentiate candidates.
Polished and professional presentation style, demonstrating the ability to command an audience with confidence and credibility
Public speaking expertise to deliver powerful thought leadership keynotes
Certifications or experience equivalent in safety management

Responsibilities

Generate leads and sales opportunities through presentations, either virtually or in person.
Candidates must be confident in front of diverse audiences, delivering capability presentations to illustrate our principles and solutions (assessments, workshops and continuous improvement methodology).
Creatively sharing personal stories and experiences in the field gives credibility to the IAM as a salesperson and a trusted advisor.
The IAM must be disciplined in following processes and documenting lead and opportunity nurturing activities in Salesforce, our Customer Relationship Management (CRM) tool.
IAMs communicate with other members of the Safety Services team (Marketing, Product Support, Consulting, Contract Manager) daily to ensure the processes of proposal generation & delivery, consulting event execution, and follow-up are completed with excellence.
Support the customer consulting relationship once a contract is in place, including regular check-ins with the customer and consultant assigned.
Ability to strongly collaborate with assigned consultants to best serve the customer’s needs and determine the next steps after delivering services.
Consistently demonstrate and role-model the values and behaviors expressed and taught by Safety Services - specifically Initiative, Grit, and Straight Talk.
Demonstrate these values in customer-facing work and internal interactions.
Recognize, through appropriate feedback, the demonstration of these values in fellow team members and customer contacts.