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.

As a Senior Global Accounts Manager with the Construction Industries Services Division (CISD), you will cover one or more of CI’s Global Aftermarket Accounts for large surface, construction and quarry customers. This includes setting a customer back vision for the account, strategy development and execution, driving innovation, global and regional relationship management, and alignment between marketing, field sales teams, and services development business units.

Working alongside our dealers, we serve customer needs throughout the product lifecycle. This role ultimately ensures a legacy and relationship with the respective customer resulting in increased parts and services participation with Caterpillar and its dealers.
 
What You Will Do

Negotiate complex, single, and multi-year signed agreements by Caterpillar and customer executives. 

Set and determine the strategic direction for parts and services marketing communications to dealers and customers. This includes the overall Caterpillar Services Go-To-Market messages as well as the aftermarket product groups.

Provide direction to the parts product groups as to relevancy of their communication tactics and offerings.

Work across the CISD team to ensure market needs and requirements are integrated into Services Go-To-Market marketing communication plans.

Travel in the field to monitor and resolve issues regarding customer satisfaction and future product needs.

Develop aftermarket services and other types of program planning for assigned customers.

Provide consistency with announcement of new materials to marketing organizations and dealers while ensuring the product support value message is broadcasted across the enterprise.

Partner with Global Constriction & Infrastructure Division (GCI) to find mutually beneficial solutions with customers to drive Caterpillar sales and revenue.

Ensure commitments are executed per the contract, manages aftermarket offerings, and drives consistency for customers on a worldwide basis.

Achieve business plans, including the development of aftermarket services to support the customers short and long strategy.

Manage the aftermarket corporate relationship with one or more key global accounts with hundreds of sites globally.   

Establish high-level relationships with key customers (up to the CEO level) business decision makers and identifies business needs and problems. 

Consult with dealers and district teams about sales and service support of aftermarket services to Global Account customers, to ensure customer satisfaction is maintained.  

Develop and implement market strategies and secure commitment of Caterpillar and dealer resources to assure continued customer satisfaction.

What You Have (Core Skills)

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.

Decision Making and Critical Thinking: Knowledge of the decision-making process and associated tools and techniques; ability to accurately analyze situations and reach productive decisions based on informed judgment.

Negotiating: Knowledge of successful negotiation concepts and techniques; ability to negotiate successfully across the organization and with external vendors and clients in a constructive and collaborative manner.

Relationship Management: Knowledge of relationship management techniques; ability to establish and maintain healthy working relationships with clients, vendors, and peers.

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.

Top Candidates Will Also Have

Progressively responsible and broad experience in sales/marketing/product support disciplines or aftermarket sales/marketing

Prior work experience in the field and working with dealers

Previous account management experience

Bachelor’s degree

Additional Details

Work location: Peoria, IL

Domestic relocation assistance is available for this role

Caterpillar operates in a hybrid work environment, requiring a minimum of 3 days per onsite, in office

Travel up to 50% domestic and international

Summary Pay Range:

$144,960.00 - $217,320.00

Compensation and benefits offered may vary depending on multiple individualized factors, job level, market location, job-related knowledge, skills, individual performance and experience. Please note that salary is only one component of total compensation at Caterpillar. 

Benefits:

Subject to plan eligibility, terms, and guidelines. This is a summary list of 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

       

* These benefits also apply to part-time employees

Relocation is available for this position.

Visa Sponsorship is not available for this position. This employer is not currently hiring foreign national applicants that require or will require sponsorship tied to a specific employer, such as, H, L, TN, F, J, E, O. As a global company, Caterpillar offers many job opportunities outside of the U.S which can be found through our employment website at www.caterpillar.com/careers.

Posting Dates:

February 25, 2025 - March 10, 2025

Any offer of employment is conditioned upon the successful completion of a drug screen.     

EEO/AA Employer.  All qualified individuals - Including minorities, females, veterans and individuals with disabilities - are encouraged to apply.

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