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.

About Caterpillar Oil & Gas and Marine

Caterpillar’s Oil and Gas division, provides superior products and service solutions to make our customers more efficient and lower total cost of ownership.  Globally, we deliver engineered oilfield and drilling equipment repair and certification, mechanical and rotating equipment repairs and upgrades, rapid prototyping of spare parts, robust asset management, operation and maintenance and field engineering services. We offer a wide range of career opportunities across a variety of technical and business roles in engineering and service locations worldwide. Join our team and help build engineering solutions that change the industry. When you join the Caterpillar Oil & Gas and Marine Division (COGMD), you’re joining a global team that helps to power the global energy industry as well as provide power and propulsion on the water.

We are currently seeking a US Government Account Manager located in Virginia Beach, Virginia or Houston, Texas. The US Government Account Manager oversees and coordinates all sales and marketing activities for US Defense and Government clients. The selected candidate will lead coordination between the Cat Marine Team and the Cat Defense Team for the sale of products and services to US Defense and Government customers.

The selected candidate must have or be able to obtain US Defense/Government clearance.

What You Will Do:

Following organizational policies and procedures and maintaining clear and direct line of communication within the organization to meet customer requirements.Consult with dealers and internal business partners on the subject of sales and service support of product to US Defense and government customers.Informing customer of rates, shipping date, anticipated delays and any additional information needed by the customer.Working directly with customers to collect information, sell additional products and services to current customers, and ensure customers' needs are met.

Top Candidates Will Have:

Proven ability to navigate the US government defense contracting lifecycle, with a focus on the Shirley bid process, contract proposals and regulatory adherence.

What You Have – Skills, Knowledge, & Experiences:

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.
Level Extensive Experience:

Facilitates creation of the 'right' products and services to resolve customer business issues.Fosters strong customer relationships via delivery on commitments, open communication, and on-going feedback/improvement.Advises others on creating customer focused environments in various scenarios.Anticipates customer needs, focusing efforts to proactively meet needs and exceed customer expectations.Measures and observes customer satisfaction levels to ascertain and implement service improvement alternatives.Communicates and models the criticality of customer focus as an organizational strategy.
 

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.
Level Working Knowledge:

Discusses industry-specific flagship products and services.Demonstrates current knowledge of the regulatory environment for the US Defense and Government segment.Describes the contribution of own function as it relates to the US Defense and Government segment.Participates in major industry professional associations; subscribes to industry-specific publications.Currently works with the US Defense and Government segment and associated functions and features.

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.
Level Extensive Experience:

Differentiates assumptions, perspectives, and historical frameworks.Evaluates past decisions for insights to improve decision-making process.Assesses and validates decision options and points and predicts their potential impact.Advises others in analyzing and synthesizing relevant data and assessing alternatives.Uses effective decision-making approaches such as consultative, command, or consensus.Ensures that assumptions and received wisdom are objectively analyzed in decisions.

Effective Communications: Understanding of effective communication concepts, tools and techniques; ability to effectively transmit, receive, and accurately interpret ideas, information, and needs through the application of appropriate communication behaviors.
Level Extensive Experience:

Reviews others' writing or presentations and provides feedback and coaching.Adapts documents and presentations for the intended audience.Demonstrates both empathy and assertiveness when communicating a need or defending a position.Communicates well downward, upward, and outward. Specifically uses communication to drive alignment and coordination between the Cat Marine Commercial team and the Cat Defense team.Employs appropriate methods of persuasion when soliciting agreement.Maintains focus on the topic at hand.

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.
Level Extensive Experience:

Ensures negotiators have awareness of complementary yet diverse interests.Successfully completes significant negotiations, both internal and external.Details the risks of negotiation breakdown from each party's perspective.Protects own position, while demonstrating willingness to achieve win-win.Identifies similarities and differences in position and assesses impact on discussions.Detects and addresses lack of progress or a stalemate.

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

Communicates to clients regarding expectations of all parties.Participates in negotiating the terms of the business relationship.Conducts periodic reviews of work effort, progress, issues, and successes.Maintains productive, long-term relationships with clients or vendors.Creates opportunities to educate support teams on client priorities.Empowers others to establish collaborative, healthy relationships.

Account Management: Knowledge of account management; ability to manage day-to-day activities, providing
services and support to existing clients.
Level Extensive Experience:

Evaluates demographics, trends and issues affecting the US Defense and Government customers; makes recommendations accordingly.Trains others on the many aspects of managing existing US Defense and Government accounts.Teaches others how to use advanced technologies and tools for account management.Anticipates the needs and preferences of key players at relevant customer accounts.Advises on the appropriate solutions to complex customer accounts problems.Collaborates with the customer and Cat Defense on large account activities and monitors customer satisfaction.

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.
Level Extensive Experience:

Acquires and retains customers in multiple settings using 'value selling' techniques.Coaches others on the application of 'value selling' principles and practices.Delivers value-added services to customers beyond delivery of a purchased product, technology or service consistently.Qualifies sales prospects based on a clear understanding of customer business needs and the service company's determined ability to meet those needs.Solicits feedback from the customer community as a valued service provider.Teaches and coaches 'value selling' to others within the organization.

What You Will Get:

Our goal at Caterpillar is for you to have a rewarding career. Our teams are critical to the success of our customers who build a better world.

Here you earn more than just a salary. Because we value your performance, we offer a total rewards package that provides day-one benefits, including but not limited to:

Competitive salary and annual bonus programMedical, dental, and vision coverage​Paid time off plan (Vacation, Holiday, Volunteer, Etc.)​Company-matched 401(k) planHealth savings account (HSA)​Flexible spending accounts (FSAs)​Short and long-term disability coverage​Life Insurance​Paid parental leave​Healthy Lifestyle Programs​Employee Assistance Programs​Voluntary Benefits (Ex. Accident, Identity Theft Protection)

Additional Information

This position is located in Houston, TX or Virgina Beach, VA.Relocation is available for this positionAbility to travel up to 50-70% of the time

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 .

About Caterpillar 

Caterpillar Inc. is the world’s leading manufacturer of construction and mining equipment, off-highway diesel and natural gas engines, industrial gas turbines and diesel-electric locomotives. For nearly 100 years, we have been helping customers build a better, more sustainable world and are committed and contributing to a reduced-carbon future. Our innovative products and services, backed by our global dealer network, provide exceptional value that helps customers succeed.

This Job Description is intended as a general guide to the job duties for this position and is intended for the purpose of establishing the specific salary grade. It is not designed to contain or be interpreted as an exhaustive summary of all responsibilities, duties and effort required of employees assigned to this job. At the discretion of management, this description may be changed at any time to address the evolving needs of the organization. It is expressly not intended to be a comprehensive list of “essential job functions” as that term is defined by the Americans with Disabilities Act.

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:

Annual incentive bonus plan*

Medical, dental, and vision coverage

Paid time off plan (Vacation, Holiday, Volunteer, Etc.)

401k savings plan

Health savings account (HSA)

Flexible spending accounts (FSAs)

Disability benefits

Life Insurance

Parental leave

Healthy Lifestyle Programs

Employee Assistance Programs

Voluntary Benefits and Employee Discounts

Tuition Reimbursement

Career Development

*Subject to annual eligibility and incentive plan guidelines.

Posting Dates:

January 9, 2025 - January 23, 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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