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SalesJob 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 BUILD WHAT MATTERS
What matters most to you? Is it being part of a strong team? Supporting your family? Solving global problems? You can do these and more at Caterpillar; where your work enables progress around the globe, and you contribute to meaningful work. Together, we can build what matters!
About Caterpillar Defense
Caterpillar Defense represents all industry segments within Caterpillar. Caterpillar’s company strategy includes sustainability as one of four focus areas, and Caterpillar Defense leverages industry team support to actively prepare and offer green energy solutions for the future.
Caterpillar Defense currently has an opening for an Account Manager within the U.S. Power Systems Sales organization. The primary focus of this position will be growing direct government sales opportunities for U.S. Vehicle Power Train (VPT) engine/ancillary components direct sales as well as sales through the Caterpillar dealer network. This position will be located in Irving, Texas.
As an Account Manager within Caterpillar Defense, you will work with internal subject matter experts and external customers, including direct U.S. government customers, to develop significant sales growth opportunities for the U.S. Ground Vehicle segment. This is a highly visible position that positively impacts near and long-term growth initiatives both for Caterpillar as well as our customers.
What You Will Do:
Grow direct U.S. Governmental Ground Vehicle sales through key OEM partnerships.
Monitor Government System for Award Management (SAM) and Bloomberg Government service to identify current opportunities, awards, and prospect future sales opportunities. Collaborate with extended Caterpillar Defense team to cascade new information, awards, market intelligence and discovered opportunities.
Satisfy Caterpillar Defense internal and external contractual and regulatory compliance requirements.
Consult with Caterpillar dealers to grow dealer led U.S. Governmental Ground Vehicle business. Align with Caterpillar Defense dealer engagement process.
Develop internal partner relationships and external relationships with major customers to achieve sales objectives. Travel to and meet with customers alongside business development team members to establish high-level relationships with business decision makers to identify business opportunities.
Influence the development of new requirement specifications for Caterpillar products with key U.S. Department of Defense offices including Program Executive Office Combat Service & Combat Service Support (PEO CS&CSS), PEO Ground Combat Systems (PEO GCS), and Marine Corps. Systems Command (MCSC).
Develop and implement market strategies backed by senior management to grow the Caterpillar Defense power systems business.
Ensure account decision makers have been fully exposed to the features/benefits available from Caterpillar products, dealers (when applicable), and marketing before they finalize purchasing decisions.
What You Will Have:
Customer Focus (Extensive Experience required): 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.
Facilitates creation of the 'right' products and services to resolve customer business issues.
Anticipates customer needs, focusing efforts to proactively meet needs and exceed customer expectations.
Effective Communications (Working Knowledge required): 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:
Listens to feedback without defensiveness and uses it for own communication effectiveness.
Makes oral presentations and writes reports needed for own work.
Relationship Management (Extensive Experience required): Knowledge of relationship management techniques; ability to establish and maintain healthy working relationships with clients, vendors, and peers.
Participates in negotiating the terms of the business relationship.
Maintains productive, long-term relationships with clients or vendors.
Account Management (Working Knowledge required): Knowledge of account management; ability to manage day-to-day activities, providing services and support to existing clients.
Coordinates with internal support functions to meet unique client needs.
Provides account management support to a specific customer or account.
Value Selling (Extensive Experience required): 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.
Demonstrates and delivers value-added messaging to support products and services sales growth.
Qualifies sales prospects based on a clear understanding of customer business needs.
Travel: Up to 25%
TOP CANDIDATES WILL ALSO HAVE:
Effective communication is essential for this position to clearly articulate commercial
proposals internally and externally. Communication may include contracts, agreements, and
quotations, for both internal and external audiences. Must communicate effectively across
product, industry, dealer, and/or customer audiences to gain understanding, acceptance of
ideas, and provide recommendations.Must have the ability to work with people from many different backgrounds and cultures,
internally and externally, with the appropriate influence and ability to resolve differences.Impact of decisions made by this position may be far-reaching, to include the project team or immediate work group, division, and/or product group, suppliers, internal customers, and external customers. Decisions may significantly impact costs, sales, and customer
perceptions.Knowledge of Caterpillar engine product line
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:
Medical, dental and vision coverage
Paid time off plan (Vacation, Holiday, Volunteer, Etc.)
401k savings plan
Health 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. Identity Theft Protection)
This job is subject to Naval Nuclear Propulsion Information (NNPI) which prohibits the release of controlled technology and technical data to non-U.S. citizens. By applying to this position, you acknowledge that you are a U.S. citizen; do not hold a dual citizenship with another country; and are willing to present evidence of your U.S. citizenship.
This employer is not currently hiring foreign national applicants that require or will require sponsorship tied to 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#LI
Posting Dates:
April 10, 2024 - April 23, 2024Any 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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