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Caterpillar Inc. · 2 weeks ago

Senior Territory Account Manager

Aurora, CO

Full-time

Onsite

Senior Level

$145K/yr - $217K/yr

5+ years exp

Caterpillar Inc. is a global company focused on building stronger, sustainable communities. They are seeking a Senior Territory Account Manager to partner with the Lead Account Manager, executing account strategies and enhancing customer relationships to drive sales in assigned territories across North America.

ConstructionMachinery ManufacturingManufacturingMechanical Engineering

No H1B

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

Qualification

Account ManagementValue SellingCustomer FocusIndustry KnowledgeNegotiatingDecision MakingRelationship ManagementEffective Communications

Required

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