Senior Global Accounts Manager

1 month ago


Peoria, Illinois, United States Caterpillar Full time
Job Description

Career Area: Sales

Job Description:

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 have an excellent opportunity for you to join our team as an Aftermarket Senior Manager – Global Account. In this role, you will guide the day-to-day operations of an aftermarket account manager team that collaborates with key dealers and select global Construction Industries (CI) segment customers to achieve business goals and ensure effective resolution of all issues raised by the customer.

Key Responsibilities:

  • Manage and direct a team of six (6) Account Managers to achieve sales and profit goals, including sales variance while ensuring that customers receive an exceptional service experience.
  • Grow Services and Integrated Procurement with designated managed account portfolio.
  • Execute key aftermarket initiatives (i.e., business cases, demand planning, contracts, connectivity) with business partners for designated accounts.
  • Guide the development and maintenance of Managed Accounts insights and track Aftermarket KPIs by account corporately.
  • Partner with Account Directors, Region, and Industry Managers to identify and track Aftermarket KPIs.
  • Facilitate and support consistent, equitable aftermarket commercial support.
  • Provide leadership and guidance on the communication of Caterpillar suggested consumer parts price changes to CI Global accounts and manage escalations when required.
  • Collaborate with dealers to clarify and understand their CBI (cost build-up index) for designated managed account portfolios.
  • Develop and maintain effective internal partner relationships and relationships with managed account managers, dealers, and customers to achieve parts sales growth.
  • Provide leadership for account teams development and execution of managed account strategies and activities for named accounts including Aftermarket Account Plans for designated accounts.
  • Develop and implement strategies for managed account customers as well as a secure commitment of Caterpillar and Dealer resources to assure continued customer satisfaction.
  • Function as a consultant to various departments within Caterpillar including, but not limited to, GCI (Global Construction and Infrastructure), CISD (Construction Industries Services Division), parts pricing team, regarding the direction and strategies for the aftermarket with managed accounts.
  • Ensure account decision-makers are fully exposed to features and benefits available from Caterpillar aftermarket products, dealers, and marketing before finalizing purchasing decisions.
  • Provide counsel and governance to regional teams on the construction and execution of customer-specific agreements.

Requirements:

  • Customer Focus: You will use your knowledge of the values and practices that align customer needs and satisfaction as primary considerations in all business decisions and leverage that information in creating customized customer solutions that help to drive aftermarket and services growth and meet business objectives.
  • Decision Making and Critical Thinking: You will use your expertise in the decision-making processes and associated tools and techniques to analyze situations and reach productive data-based decisions.
  • Negotiating: You will leverage your deep knowledge experience using successful use of negotiation concepts and techniques to collaborate with dealers, customers, and Caterpillar internal partners in a constructive and collaborative manner.
  • Relationship Management: You will exhibit relationship management techniques to establish and maintain healthy working and collaborative relationships with customers, dealers, and internal Caterpillar partners.

Additional Details:

  • Location: Peoria, IL
  • Travel: 50%
  • Relocation assistance is available for this position.
  • Visa sponsorship is not available for this position.


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