Senior Account Manager

Caterpillar•Irving, TX

13d•Onsite

About The Position

Caterpillar's Electric Power Division (EPD) offers integrated solutions, parts, and services to meet the needs of our various commercial and industrial electric power customers. EPD supports a wide range of customer applications across the globe, including providing back-up power to hospitals, providing emergency power when natural disasters strike, and supporting critical infrastructure for data centers, municipalities, and more. With a rich history of more than 95 years in the electric power business, our team has world-class expertise and a proven ability to adapt to changing demands. We’re committed to providing sustainable and reliable solutions to our customers. Join our team to help build a better, more sustainable world for future generations! Caterpillar's Electric Power Division is seeking a Datacenter Senior Account Manager to lead a strategic global data center account. In this role, you will serve as the primary customer interface, managing executive relationships worldwide while representing the full portfolio of Electric Power solutions and services to support the customer's critical power infrastructure and business objectives.

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.
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.
A college or university degree or equivalent experience.
8+ years of industry experience in Electric Power & Data Center applications.
Must be able to deal with sensitive issues, mentor and coach, and/or persuade others on new methods of equipment application, new technology and distribution methods.

Nice To Haves

Understanding of data center design topologies and Cat Electric Power product application within the data center industry desired.
Previous field and/or account management experience with Caterpillar Dealers and Customers desired.
Custom Packaging/System integration sales/marketing or engineering experience.

Responsibilities

Manage and meet Electric Power Division (EPD) business plan for assigned accounts, including revenue, price and volume.
Manage assigned account’s Request for Product (RFP) pipeline and translation into financial business planning (ABP/RBM) process.
Manage corporate account contracts with assigned accounts, including loyalty programs, master terms and conditions, and framework agreements while working in close collaboration with the Legal Services Division.
Manage onboarding process for new dealers including coordination for bid package submittal, commissioning, aftermarket and all process related requirements.
Develop coverage strategy for each assigned account to leverage technical, project management, commercial and aftermarket resources to maximize Caterpillar revenue and profit.
Coordinate with the supply chain teams to ensure Caterpillar supply chain serves the need of each customer. This includes the genset and the complete packaged solution.
Manage customer annual business review process and customer satisfaction metrics.
Work with people from many different backgrounds and cultures, internally and externally, with the appropriate influence and ability to resolve differences. Good human relations skills are required to develop a collaborative/cooperative work relationship with others inside and outside the business unit.
Manage the compliance of assignments and keep up to date with new industry trends, changing technology and regulations affecting the competitive environment.
Transfer industry knowledge into EP product planning discussions.
Support the mentoring and development of Account Managers leading other data center segment accounts to help drive their specific learning / development needs.