Account Manager - Defense

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 Caterpillar Defense:

Caterpillar Defense proudly serves all branches of the U.S. military and federal government allied militaries and governments and original equipment manufacturers. For over 100 years we have supplied reliable products and solutions to government agencies and military forces worldwide supporting people who put their lives on the line to provide security generate energy and supply humanitarian aid.

Today we continue to deliver leadingedge products and global services working around the clock and around the world to deliver the power and performance that customers need. Caterpillars largest single customer is the U.S. Department of Defense.190000 machines tanks tactical vehicles and submarines move missions forward with Cat engines. We also provide solutions for power generation and surface ships. Cat has powered crucial engineering and logistical operations in every major conflict since WWI.

Job Summary:

As the Account Manager Defense you will be responsible for quoting direct sales of parts and seals for opportunities funded by the United States government and foreign government across product lines including offroad vehicle engines marine engines power generation switchgear and aftermarket support to include parts and rebuilds of legacy military machines.

What You Will Do:

Grow direct U.S. Governmental Parts sales through Defense Logistics Agency (DLA) as well as other federal agencies United Nations and other key partnerships with defense contractors.

Monitor Government System for Award Management (SAM) and Bloomberg Government service to identify current opportunities awards and prospect future sales opportunities.

Provide product support for Caterpillar Defense product including responding to valid part number requests from DLA and other federal agencies and providing first level technical support for inquiries coming into the Caterpillar Help Desk.

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 and pass opportunities to Caterpillar dealers when the opportunity is not advantageous to bid direct.

Develop internal partner relationships and external relationships with major customers to achieve sales objectives. Travel to and meet with customers to establish highlevel relationships with business decision makers to identify business opportunities.

Influence the development of new requirement specifications for Caterpillar products with key U.S. Federal Agencies and U.S. Government customers.

Develop and implement market strategies backed by senior management to grow the Caterpillar Defense lifecycle business.

Ensure account decision makers have been fully exposed to the features/benefits available from Caterpillar products dealers and marketing before they finalize purchasing decisions.

What You Will Have:

Customer Focus (Level Working Knowledge 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.

Solicits customer satisfaction feedback and acts on improvement opportunities.

Decision Making and Critical Thinking (Level Working Knowledge required): Knowledge of the decisionmaking process and associated tools and techniques; ability to accurately analyze situations and reach productive decisions based on informed judgment.

Applies an assigned technique for critical thinking in a decisionmaking process.

Identifies obtains and organizes relevant data and ideas.

Participates in documenting data ideas players stakeholders and processes.

Recognizes clarifies and prioritizes concerns.

Assists in assessing risks benefits and consideration of alternatives.

Effective Communications (Level 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 (Level Working Knowledge required): Knowledge of relationship management techniques; ability to establish and maintain healthy working relationships with clients vendors and peers.

Provides prompt and effective responses to client requests and interactions.

Monitors client satisfaction levels on a regular basis.

Alerts own team to problems in client satisfaction.

Maintains productive longterm relationships with clients or vendors.

Account Management (Level Basic Knowledge required): Knowledge of account management; ability to manage daytoday 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.

Knowledge or experience with Salesforce.

Knowledge of U.S. Government Contract Processes.

Additional Information:

• This position is located in Dallas TX

• Relocation assistance is available

• Domestic travel up to 25

Caterpillar Inc. is the worlds leading manufacturer of construction and mining equipment offhighway diesel and natural gas engines industrial gas turbines and dieselelectric locomotives. For nearly 100 years weve been helping customers build a better more sustainable world and are committed and contributing to a reducedcarbon future. Our innovative products and services backed by our global dealer network provide exceptional value that helps customers succeed.

U.S. law prohibits the release of U.S. controlled technology and technical data to certain persons without authorization. This position involves items or information which may be subject to the International Traffic in Arms Regulations (ITAR) or controlled for national security or other reasons under the Export Administration Regulations (EAR). Therefore in order to satisfy the requirements for this position the successfully applicant must be: 1 a U.S. citizen; 2 Green Card holder; 3 protected individuals under the Immigration and Naturalization Act 8 USC 1324b(a)3; or 4 qualified for a license license exemption or other form of authorization.

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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