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Job Overview

The Caterpillar Account Manager is an outside sales person who is responsible for revenue growth in a defined territory, region, and industry/technology. The Account Manager is responsible for managing all aspects of demand creation through having an entrepreneur mindset, building strong customer relationships through ECE, and managing internal and external stakeholders. This may include developing and/or supporting the pipeline through customer/distributor visits, promotion of product through training and functioning as a project manager. In addition, this individual is responsible for providing forecast accuracy through the S&OP process and will also participate in contract negotiations.

• Create multiple strategic territory plans for Key and Global accounts.
• Research and develop the data for PAM, TAM, SAM will be utilized in developing a customer strategy.
• Drive the development/creations of customer roadmaps and communicating through the organization.
• Identify competitive landscape and ability to perform competitive analysis.
• Understand and communicate on overall market and technology that will influence near and long term strategy.
• Knowledge of smaller/emerging competing and complementary business and mitigate the risk
• Collaborate with Sales Leaders in creating and executing a growth plan for near and long term
• Communicate and influence growth plan to internal stakeholders
• Negotiation including, but not limited to contracts, and pricing, Non Re-occurring Engineering costs
• Foster a diverse workforce through inclusion and development.
• Build customer partnerships by continually demonstrating a strong value proposition and ECE.
• Perform Voice of the Customer's and communicate impact to internal stakeholders. Including development of solutions and influencing business directions.
• Accounts Receivable, works with customers and accounts receivable TE team to ensure all past due accounts are paid
• Utilize influencing skills through relationship management, strong communication, and synthesize information in a coherent and impactful way.
• Determine actions after reviewing dashboards and as appropriate may direct work to other functions. Will communicate priorities to next level manager.
• Prepare materials for customer visits including, create PPT, analyze data/research specific to customer, and review alternative solutions.
• ECE through positive Customer communication and touchpoints with both internal and external customers. May drive or sponsor ECE initiatives.
• Responds to Request For Quote (RFQ) from Customer Care or directly from Customer
• Understands PAM, TAM, SAM and market influencers and conditions.
• Drive/influence our current/future product positioning to gain or re-gain market share. This also includes identifying the right selling methodology.
• Understands key components of a Competitive Landscape: customers' needs and how you can address those needs; how you compare against your competitors in meeting those needs.
• Drives brand awareness and positioning with our customers (solutions and capabilities).
• Aligns marketing strategies specific to our customers and selling channels.
• Promote BU technologies and product capabilities with the customer.
• Understands TE products and capabilities across multiple BU

• Meet AOP targets on the following KPI's:
  • Bookings and billing growth YoY
  • New Product Design wins
  • Pipeline Growth
  • Conversion Rate
  • S&OP Accuracy
  • Customer Scorecard
  • ECE

• 5+ years of experience, engineering or applications engineering
• Relevant product or industry experience desired
• Experience managing direct reports

• Bachelors technical or business degree preferred

• Account Manager V
• Manager, Product Management
• Global Account Manager or Key Account Manager

• Business Development
• Other Sales
• Similar role in a different product line (same or different BU)