Senior Account Manager

Caterpillar Inc.•Houston, TX

1d•Hybrid

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. Caterpillar's Building Construction Products (BCP) division is looking for a Senior Account Manager to join our world-class team! Role Summary: The Senior Account Manager will operate strategically, anticipate client needs, proactively drive account growth, and uphold Caterpillar’s reputation as a trusted advisor and business partner in the South-Central US Region. Consistent engagement, proactive communication, and collaborative planning are essential for success in this role.

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 customized customer solutions.
Industry Knowledge: Knowledge of the organization's industry group, 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: 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 across the organization and with external vendors and clients in a constructive and collaborative manner.
Relationship Management: Knowledge of relationship management techniques; ability to establish and maintain healthy working relationships with clients, vendors, and peers.
Account Management: Knowledge of account management; ability to manage day-to-day activities, providing services and support to existing clients.
Value Selling: Knowledge of the principles and practices for selling products, technology and services; ability to provide overall product/service 'value' and to differentiate support offerings that address clearly understood customer needs.

Nice To Haves

5+ years in account management, sales, or business development, preferably in the heavy equipment or industrial sector.
Familiarity with Caterpillar products, services, and dealer operations or similar industry experience.
Proven experience establishing and nurturing senior-level business relationships.
Deep understanding of sales processes, customer segmentation, and managed account strategies.
Ability to analyze industry trends, customer needs, and market opportunities.
Experience in identifying client needs and creating tailored solutions.

Responsibilities

Build and sustain influential partnerships with internal stakeholders, Caterpillar dealers, and managed account customers, ensuring alignment with sales objectives and organizational goals.
Establish trusted, deep connections with executive and senior-level business leaders within managed accounts. Proactively identify business challenges and deliver tailored solutions to meet critical needs.
Collaborate with senior management to design and execute market strategies targeting high-value industries and accounts. Secure buy-in and resource allocation from Caterpillar and dealer leadership to drive ongoing customer satisfaction and account growth.
Ensure all managed account decision makers are thoroughly educated on the advantages of Caterpillar products, services, and the dealer network. Influence purchasing decisions by communicating differentiated value and ROI.
Develop and deliver robust managed account programs for both existing and new customers, driving profitable sales growth through a strategic approach to account management.
Engage managed account customers at the point of sale to articulate the benefits of customer value agreements and service solutions, securing future service opportunities and deepening long-term relationships.
Lead the planning process with managed accounts to ensure accurate capture and communication of customers’ machine purchasing forecasts to internal product teams, supporting demand planning and inventory management.
Conduct regular visits to customer job locations within the region, providing senior-level advice, guidance, and expertise to managed accounts, reinforcing Caterpillar’s commitment to their success.
Work closely with Caterpillar dealers to develop and implement strategies that maximize sales and strengthen relationships with managed account customers, aligning dealer efforts with Caterpillar’s account management objectives.