Senior Account Manager- Mining

Caterpillar Inc.•Tucson, AZ

5d•Onsite

About The Position

As a Senior Account Manager on our Go-To Market Business Development Team, you will play a pivotal role in shaping the future of large-scale Greenfield and Brownfield mining expansions. This is a strategic, customer-facing role where you’ll lead complex projects, strengthen executive-level relationships, and influence key decisions that drive Caterpillar’s long-term growth. You will partner closely with dealers and internal Caterpillar stakeholders across the full planning and bid lifecycle—crafting integrated, customer-focused solutions that position us to win major opportunities. Your work will directly support enterprise growth strategies, business development efforts, and successful commercial outcomes.

Requirements

Value Selling: Strong understanding of the mining value chain, mining operations, and mining applications. Broad company knowledge and a good understanding of sales models, including financial modeling, and/or sales management experience. Understanding of our deal financial analysis process and the impact commercial opportunities have on our short-term and long-term goals for Resource Industries
Strategic Thinking: An ability to take current issues and challenges with a customer/commercial opportunity, identify longer-term solutions, and then build a plan in the short, medium, and long term to deliver a solution.
Effective Communication: Superior communication skills – both written and verbal. Ability to provide regular, effective updates to regions, dealers, and RI Leadership. A keen attention to detail and the ability to adapt the message to the audience in all situations. Comfort with executive-level presentations and discussions
Customer Focus: An understanding of customer needs, perspectives and pain points for a commercial opportunity. Consistent evaluation of the impact our decisions and performance have on the customer’s experience
Critical Thinking & Decision Making: An ability to think through positives and negatives (risks) for all options, gain alignment, and methodically determine, in a fact-based way, the best solution
Data Gathering & Analysis: Knowledge of data gathering and analysis tools, techniques, and processes; ability to collect and synthesize data from a variety of stakeholders and sources in an objective manner to reach a conclusion, goal, or judgment.
Experience working with all offerings (equipment, technology, support and solutions) that address the needs of mining customers at the equipment, system, site, and enterprise levels
Negotiating: Understanding of negotiation concepts and techniques; ability to negotiate successfully across the organization and with external vendors and clients in a constructive and collaborative manner.
Relationship Management: Maintaining credibility in the regions, with dealers and customers and in the broader Cat organization through strong interaction and excellent follow-through on commitments and communication. Dealer and customer-facing experience.

Nice To Haves

Bachelor's degree in mining engineering or similar.
Previous field experience, preferably as a machine or aftermarket sales representative.
Project management experience.

Responsibilities

Drive market intelligence: Conduct market and competitive analysis to understand emerging trends, anticipate customer needs, and identify competitive positioning.
Lead opportunity development: Collaborate with regional teams to identify, evaluate, and support the pursuit of large Greenfield mine development and major Brownfield expansion projects.
Influence senior decision-makers: Support commercial reviews and deliver strategic recommendations to Resource Industries (RI) Senior Leadership.
Develop comprehensive project proposals: Build financial models, Total Cost of Ownership (TCO) analyses, engagement strategies, and project status updates for key opportunities.
Strengthen customer & dealer partnerships: Build and maintain trusted relationships with dealer leadership, sales executives, and senior-level customer stakeholders.
Enhance internal alignment: Provide ongoing updates to regional leadership and cross-functional partners through quarterly and annual engagement processes.
Lead proposal creation & support deal closure: Prepare high-quality sales proposals and take a proactive role in guiding opportunities toward successful close.