Caterpillar Inc.

Senior Territory Account Manager

Caterpillar Inc.

full-time

Posted on:

Location Type: Hybrid

Location: Aurora • Arizona • Colorado • United States

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Salary

💰 $144,960 - $217,320 per year

Job Level

Senior

About the role

  • 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.

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.
  • Top Candidates Will Also Have: 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.
Benefits
  • Medical, dental, and vision benefits*
  • Paid time off plan (Vacation, Holidays, Volunteer, etc.)*
  • 401(k) savings plans*
  • Health Savings Account (HSA)*
  • Flexible Spending Accounts (FSAs)*
  • Health Lifestyle Programs*
  • Employee Assistance Program*
  • Voluntary Benefits and Employee Discounts*
  • Career Development*
  • Incentive bonus*
  • Disability benefits
  • Life Insurance
  • Parental leave
  • Adoption benefits
  • Tuition Reimbursement
Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools
CRMsales growthstrategic solutionsaccount plan strategiespipeline developmentcustomer solutionsaftermarket solutionsproduct salesmarketing communicationscustomer insights
Soft Skills
customer focusdecision makingcritical thinkingeffective communicationsnegotiatingrelationship managementaccount managementvalue selling
Certifications
Bachelor’s degree