Senior Account Manager - Mining

Caterpillar•Tucson, AZ

5d•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. The Senior Commercial Manager for Caterpillar Job Site Solutions is an industry focused role that deeply integrates within the mining industry segment in the development, definition, and selling of services and solutions to optimize customers’ fleet, equipment, and operational activities that deliver specific customer outcomes. The role develops deep trusted advisor relationships with major customers, key dealers, industry stakeholders, and region teams, serving as the consistent conduit for all Solutions development opportunities within the mining industry segment. The role leads Resource Industry (RI) alignment, growth targets and metrics, and works effectively across internal partners including Product Groups, Region Teams, Dealer, Cat Fi, Business Resources, and the extended JSS team. The Senior Commercial Manager leads development of industry aligned customer Solutions and provides support to JSS Account Managers for Managed Account Solutions development. This influential role consistently delivers the Solutions message to internal and external industry partners to gain alignment critical to the growth of the JSS portfolio.

Requirements

Value Selling: Direct Field Experience working with off-highway vehicles.
Customer Focus: Knowledge and/or experience working with CAT Dealers.
Familiarity with machines, components, and systems.
Industry Knowledge: Knowledge of the organization's industry groups trends, directions, major issues, regulatory considerations, and trendsetters; ability to apply industry knowledge appropriately to diverse situations.
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: Superior and effective communication skills – both written and verbal – that range from technical discussions to executive presentations.
Negotiating: Sales and negotiation experience with customers will set you apart.
Knowledge of successful 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: Superior relationship-building skills and the ability to execute through a team of Caterpillar, Dealer, and Customer personnel. Demonstrated team leadership skills.
Account Management: Knowledge of account management; ability to manage day-to-day activities, providing services and support to existing clients as well as identify and develop new clients for the business

Nice To Haves

Experience working with Cat dealer sales teams or product support teams.

Responsibilities

Managing a large mining industry portfolio, large customer base, and/or large growth potential industry territory in a highly independent and self driven environment leveraging proven success and expertise in sales, applications, finance, product support, and/or other relevant Solutions based areas.
Coordinating with Dealers, Region Team, Product Groups, Cat Fi, Business Resources, Cat Legal, extended JSS Team, and other key internal partners to establish aligned goals, creative risk management approaches that create customer value, and compelling offers and commercial terms.
Establishing deep and tested relationships with mining industry leaders, customer decision makers, application experts, and internal Cat segment organizations to create trust and velocity in customer opportunities and Solutions development.
Utilizing mining industry analysis, customer insights, application expertise, and related tools to drive mining industry engagement, prioritized market plans, and pipeline growth.
Collecting customer requirements, industry competitive intelligence, and market trends and providing them to Industry Strategy Managers to develop new offerings.
Leveraging and refining Fleet Service Agreements, performance based models, and industry tailored structures, as well as new offerings that provide the most comprehensive value for customers and Caterpillar.
Expanding the customer portfolio base through a focus on new customers and new applications across mining industry.
Integrating technology and capabilities in condition monitoring, production optimization, autonomy, and others into solutions delivering on customer outcomes.
Achieving Total Contract Value Sales in the mining industry portfolio that meet/exceed OPACC and risk profile targets ($25–$50M+ for this senior role).
Mentoring new JSS Commercial Managers and supporting onboarding of other new Cat Solutions employees.