Senior Account Manager

Career Area:

Job Description:

Your Work Shapes the World at Caterpillar Inc.

When you join Caterpillar yourejoining 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 dontjust 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 EPD:

Caterpillars Electric Power Division (EPD) offers integrated solutions parts and services to meet the needs of our various commercial and industrial electric power customers. EPD supports a wide range of customer applications across the globe including providing backup power to hospitals providing emergency power when natural disasters strike and supporting critical infrastructure for data centers municipalities and more. With a rich history of more than 95 years in the electric power business our team has worldclass expertise and a proven ability to adapt to changing demands. Were committed to providing sustainable and reliable solutions to our customers. Join our team to help build a better more sustainable world for future generations!

Job Summary:

Caterpillars Electric Power Division has an opening for a Datacenter Senior Account Manager. As a Datacenter Senior Account Manager you will manage relationships with 23 data center customers on a global scale representing the breadth of solutions and services the Electric Power Division can provide to support customers power needs.

What you will do:

• Manage and meet Electric Power Division (EPD)business plan for assigned accounts including revenue price and volume.

• Manage assigned accounts Request for Product (RFP) pipeline and translation into financial business planning (ABP/RBM) process.

• Manage corporate account contracts with assigned accounts including loyalty programs master terms and conditions and framework agreements while working in close collaboration with the Legal Services Division.

• Manage onboarding process for new dealers including coordination for bid package submittal commissioning aftermarket and all process related requirements.

• Develop coverage strategy for each assigned account to leverage technical project management commercial and aftermarket resources to maximize Caterpillar revenue and profit.

• Coordinate with the supply chain teams to ensure Caterpillar supply chain serves the need of each customer. This includes the genset and the complete packaged solution.

• Manage customer annual business review process and customer satisfaction metrics.

• Work with people from many different backgrounds and cultures internally and externally with the appropriate influence and ability to resolve differences. Good human relations skills are required to develop a collaborative/cooperative work relationship with others inside and outside the business unit.

• Manage the compliance of assignments and keep up to date with new industry trends changing technology and regulations affecting the competitive environment. Transfer industry knowledge into EP product planning discussions.

• Support the mentoring and development of Account Managers leading other data center segment accounts to help drive their specific learning / development needs.

What you will have:

• 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 ongoing 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 organizations industry group trends directions major issues regulatory considerations and trendsetters; ability to apply industry knowledge appropriately to diverse situations.
  Level Extensive Experience:
  Educates others on own organization in terms of the industry its market position niche (if any) etc..
  Compares and contrasts the latest developments and emerging issues in the industry.
  Raises coworkers awareness of industry standards practices and guidelines.
  Assesses how regulatory and reporting requirements apply to own organization.
  Explains the development of industry segments trends consequences key issues.
  Discusses industryspecific cycles and associated considerations.

• Decision Making and Critical Thinking: Knowledge of the decisionmaking 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 decisionmaking 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 decisionmaking 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.
  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 Expert:
  Leads complex highimpact or volatile negotiations involving high business risks.
  Advocates a winwin approach to negotiating.
  Explains appropriateness of using adversarial negotiating versus joint problemsolving techniques.
  Overcomes resistance to the negotiation process.
  Teaches others the subtleties of negotiating strategic or highimpact agreements.
  Negotiates complex matters involving multiple parties.

• Relationship Management: Knowledge of relationship management techniques; ability to establish and maintain healthy working relationships with clients vendors and peers. Acting as a trusted advisor for the customer.
  Level Expert:
  Oversees key client reviews to assure service and relationship satisfaction.
  Coaches others in the value issues and methods of client partnering.
  Collaborates with clients in the pursuit of common business objectives.
  Maintains status information on major developments in client or partner environment.
  Works directly with clients to discern business trends and their implications.
  Fosters a climate conducive to establishing positive working relationships with outsiders.

• Account Management: Knowledge of account management; ability to manage daytoday activities providing services and support to existing clients.
  Level Extensive Experience:
  Evaluates demographics trends and issues affecting specific markets and customers; makes recommendations accordingly.
  Trains others on the many aspects of managing existing customer 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 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 Expert:
  Delivers bottomline proof with credible thirdparty validation that proposed solutions deliver benefits of greater value than the competition.
  Researches customers industry strategies environment and plans to support their business needs.
  Builds loyalty and partner versus vendor relationships by helping customers understand diagnose and resolve their complex business issues.
  Provides analysis tools to identify quantify and qualify business issues and solution value components to help clients assess alternative business proposals.
  Provides highly solicited mentoring to various organizations regarding all aspects of value selling.
  Presents compelling business cases for very complex business issues shifting proposed solution focus from cost to overall value (benefits/payback).

Degree Requirement:

• A college or university degree or equivalent experience.

• 8 years of industry experience in Electric Power & Data Center applications.

• Understanding of data center design topologies and Cat Electric Power product application within the data center industry.

• Previous field and/or account management experience with Caterpillar Dealers and Customers.

• Custom Packaging/System integration sales/marketing or engineering experience.

• Must be able to deal with sensitive issues mentor and coach and/or persuade others on new methods of equipment application new technology and distribution methods.

Additional Information:

• This position is located in Dallas TX; Griffin GA; Peachtree City GA; or Lafayette IN.

• Domestic travel up to 50 & minimal international travel is required.

• Domestic relocation assistance is not offered for this position.

• Visa sponsorship is not offered for this position.

• A company car and monthly cell phone stipend will be offered for this position.

Final Details:

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 Pay Range:

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