Manager Key Accounts

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.

When you join Caterpillar Defense, you are joining the world’s foremost supplier of earthmoving equipment, engines and power generators for government agencies and military forces. These reliable and technologically advanced products are used to provide security, generate energy, and supply critical aid for millions of people around the globe.

Caterpillar Defense is seeking a Manager Key Accounts in Dallas, TX reporting to the Director of Business Development for Caterpillar Defense, this role is responsible for capturing new business supporting U.S. federal and international governments requirements.

The position is also responsible for leading and capturing individual, or specific, opportunities from qualification (i.e., pursuit decision) to contract award across one or more of Caterpillar’s machines, engine, electric power, marine and lifecycle segments.

This role supports a global organization and travel of approximately 25% may be required. The role is in Irving, TX.

What you will do:

• Collaborate closely with the Director of Business Development, other senior business leaders, and SMEs throughout the organization to support the achievement of both mid and long-term opportunity pipeline growth objectives.

• Integrate market, customer, and competitor intelligence with internal management and financial concerns.

• Oversee opportunity-specific customer influence and win strategy development and implementation.

• Manage internal and external stakeholder engagement and communications plans.

• Develop offering and winning prices supported by risk and opportunity strategies.

• Identify and negotiate teaming partners and arrangements when necessary.

• Lead early strategy development and coordinate with stakeholders to assign pursuit team members.

• Plan and manage the pursuit and proposal budget, facilitate teaming decisions, and coordinate reviews and approval requirements for offering, cost/price, and proposal deliverables.

• Ensure the capture positioning and the offering is aligned with customer needs and the winning price.

What you have (Basic Qualifications and Skills):

Degree/Experience: Bachelor’s degree or equivalent experience desired.

Capture Management: Record of winning results for complex multi-disciplined capture and proposal projects, without direct supervisory authority .

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.

Industry Knowledge : Knowledge of the organization's industry group, trends, directions, key issues, regulatory considerations, and trendsetters; ability to apply industry knowledge appropriately to diverse situations.

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.

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 have:

• 5+ years of experience with defense, or adjacent industry, business development, capture, or proposal management.

• Understanding of U.S. federal procurement regulations (including FAR and DFARS), Foreign Military Sales (FMS) and Other Transaction Authority (OTA).

• Proposal development training and/or certifications from Shipley Associates, APMP or a compatible corporate certification

• Previous experience developing capture plans and winning proposals for commercial solutions, next-generation, and replacement and sustainment programs.

• Proficiency with word processing, spreadsheets, presentation software and some financial analysis experience.

• Evidence of historical win rate exceeding >35% and cumulative captures >$100M

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 program 

• Medical, dental, and vision coverage​ 

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

• Company-matched 401(k) plan 

• Stock option opportunity over time 

• 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. Accident, Identity Theft Protection) 

• Strong community involvement 

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

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:

April 3, 2024 - April 17, 2024

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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