Senior Territory Account Manager

Caterpillar•Aurora, CO

4d•$144,960 - $217,320•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. Caterpillar’s Customer Solutions Core Regions Division (Core) has an exciting opportunity as a Senior Territory Account Manager within the Customer Facing Managed Accounts Team. The Senior Territory Account Manager is a newly created key role within Caterpillar’s Customer Solutions Core Division, Customer Facing Managed Accounts Team. Assigned to a specific territory within North America, this position partners with the Lead Account Manager to execute account plan strategies alongside select dealers. The Senior Territory Account Manager applies a Customer Back approach to build local dealer and customer relationships, address customer challenges, and boost machine and parts sales. This role focuses on customers across diverse industries, including construction, quarry, waste, and industrial, ensuring Caterpillar delivers tailored solutions that maximize customer success.

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: Ability to accurately analyze situations and reach productive decisions based on informed judgment.
Effective Communications: Ability to effectively transmit, receive, and accurately interpret ideas, information, and needs through the application of appropriate communication behaviors.
Negotiating: Ability to negotiate successfully across the organization and with external vendors and clients in a constructive and collaborative manner.
Relationship Management: Ability to establish and maintain healthy working relationships with clients, vendors, and peers.
Account Management: Ability to manage day-to-day activities, providing services and support to existing clients.
Value Selling: Ability to provide overall product/service 'value' and to differentiate support offerings that address clearly understood customer needs.

Nice To Haves

Progressively responsible and broad experience in aftermarket and product sales/marketing disciplines
Proven experience building and managing customer and dealer relationships to drive sales and service excellence
Previous account management experience
Bachelor’s degree or higher

Responsibilities

Collaborate and align with the Lead Account Manager to develop and implement account plan strategies, commitments, and solutions with priority accounts and opportunities in the assigned North American dealer territories, which includes Empire, Foley Equipment, Quinn, Wheeler, and Wagner.
Manage key day-to-day dealer and customer relationships through frequent visits and proactive engagement.
Provide Voice of Customer (VOC) and Voice of Dealer (VOD) insights to influence solutions development and marketing communications.
Enable machine and parts sales growth through the implementation of strategic solutions tailored to the customer.
Support the sales funnel (CRM) process for opportunity tracking and pipeline development within the assigned territory.
Collaborate with the Core Solutions Development organization to ensure customer/market needs and requirements are clearly defined for solutions development and execution.
Provide consistency with the announcement and messaging of new offerings and solutions to dealers and customers.
Following organizational policies and procedures and maintaining clear and direct line of communication within the organization to meet customer requirements.
Achieve business plans through the implementation of machine and aftermarket solutions that support the customers’ short-term and long-term strategy.