Senior Account Manager
Caterpillar Inc.
full-time
Posted on:
Location Type: Office
Location: Melbourne • 🇦🇺 Australia
Visit company websiteJob Level
Senior
About the role
- Develop and maintain key business relationships at all levels within Tier 1 global accounts to ensure that sales and/or product support objectives can be achieved.
- Work closely with the Senior Account Director on strategy and customer centric initiatives.
- Facilitate implementation of and management of key customer value initiatives.
- Facilitate and manage key executive-level relationships between Cat Leaders and Customer Leaders.
- Ensure our inclusion in the customer's culture of Continuous Improvement and lead the Joint CI engagement to deliver recognized customer value.
- Develop, communicate, gain buy-in, and execute comprehensive Account Strategies leading a team of dealers and Caterpillar regional and subject matter experts to deliver on all Account goals.
- Communicate effectively across product, industry, dealer, and customer audiences to ensure strategic and tactical alignment.
- Intimately know and understand the customers, their applications, needs, and future mine plans.
- Create and maintain an active "window into Cat" for key customer decision-makers.
- Gather key voice of customer for incorporation into New Product Introduction.
- Act as a recognized advocate for customers in securing the commitment of Caterpillar and Dealer resources to assure continued customer satisfaction.
- Consult with various departments within Caterpillar regarding the evolving direction and strategies that key industry leaders are adopting for the future.
- Work with Regions & Districts globally to drive consistency in the customer’s product support experience.
- Identify issues that affect customers or the business that require resolution – internally and externally.
- Monitor, Manage, Report on, and Resolve issues related to customer satisfaction, product health, and future product needs.
- Confront complex issues or problems which require careful analysis and diagnosis and apply innovative approaches to resolve them.
- Help ensure necessary steps are taken to ensure sufficient fleet health for key sites.
- Develop business growth targets and deliver on them.
- Ensure that customer decision-makers have been presented the appropriate features/ benefits of Caterpillar products and dealer support available that focus on lowering their cost per unit of production.
- Facilitate the growth of non-traditional products and services like Rail, Electric Power, Cat Finance, Job Site Solutions, and more.
- Provide leadership in all mining sales transactions from the standpoint of having a global/holistic view of customer opportunities.
- May lead the development and negotiation of complex alliance agreements, long-term agreements, and/or customer commercial programs.
- Manage all aspects of the commercial relationship with the customer including the incorporation of a formal incentive program, if appropriate, to drive maximum revenues and price realization.
- Travel extensively to understand regional and global business conditions.
- Mentor peers and up and other individual contributors on Account Management roles, techniques, strategies, and lessons learned.
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.
- Account Management: Knowledge of account management; ability to manage day-to-day activities, providing services and support to existing clients.
- 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.
- 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.
- Relationship Management: Knowledge of relationship management techniques; ability to establish and maintain healthy working relationships with clients, vendors, and peers.
Benefits
- Competitive Salary Includes an attractive bonus structure and employee share program.
- Parental Leave Generous policy with flexibility to take leave at full or half pay.
- Diversity & Inclusion Caterpillar is committed to equal opportunity and equal outcome, fostering a diverse and inclusive workplace.
- Staff Discounts Enjoy discounts across health insurance, shopping, food, wellbeing, and travel.
- Global Career Opportunities As a global company, Caterpillar offers international career paths, along with training and development programs.
- Free Onsite Parking Convenient and cost-saving onsite parking available for all employees.
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard skills
account managementvalue sellingcustomer satisfactionproduct health monitoringbusiness growth targetscustomer decision-makingcommercial relationship managementalliance agreements negotiationcustomer value initiativescontinuous improvement
Soft skills
customer focusrelationship managementcommunicationleadershipmentoringstrategic alignmentproblem-solvinganalytical skillscollaborationcustomer advocacy