Strategic Account Executive

Caterpillar Inc.•Peoria, IL

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. We are looking for a Strategic Account Executive to join our Managed Accounts Team working within the Caterpillar’s Customer Solutions Core Regions Division. This role will have responsibility for existing Quarry & Aggregate Managed Account customers. About Customer Solutions Core Regions Division The Customer Solutions Core Regions Division is committed to solving customer challenges that extend beyond purchasing machines and parts. This team, alongside dealers, will engage more closely with customers, to create, customize and adapt solutions to meet their needs by leveraging the extensive range of offerings available today across products and services, digital and technology, rental and used, and financing. The division will be regionally focused on the unique needs of customers in core regions, focused on Americas North, Europe, Japan, Australia and New Zealand. Role Summary: The Strategic Account Executive will oversee and coordinate all sales and marketing activities for a significant client or specific client group.

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.
Effective Communications: Ability to effectively transmit, receive, and accurately interpret ideas, information, and needs through the application of appropriate communication behaviors.
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
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.
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

Field experience working with Cat dealers and customers
Bachelor's degree
Experience working in Account Management
Experience working in the Quarry & Aggregates industry
Deep understanding of Caterpillar product line and solutions offerings
Strong business acumen (i.e. sales variance management, machine value selling)

Responsibilities

Lead enterprise‑level account planning and execution for strategic customers, aligning Caterpillar capabilities to long‑term customer business objectives
Own overall account performance across the Caterpillar portfolio, integrating machines, work tools, technology, parts, and solutions into cohesive customer strategies
Develop executive‑level relationships and operate as a trusted business advisor, influencing customer strategy and unlocking growth opportunities across their operations
Drive customer retention, expansion, and lifetime value through disciplined account governance, performance reviews, and value realization
Serve as the single point of accountability for the account, orchestrating internal teams and dealer partners to deliver seamless, customer‑centric outcomes
Create and manage multi-year demand plans and annual forecasts for equipment and aftermarket, grounded in customer business cycles and investment plans
Collaborate closely with the Cat dealer network to align account strategies, execution plans, and customer engagement models