Senior Account Manager

Career Area:

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.

Caterpillar's Building Construction Products (BCP) division is looking for a Senior Account Manager to join our world-class team!

Role Summary:

The Senior Account Manager will operate strategically, anticipate client needs, proactively drive account growth, and uphold Caterpillar’s reputation as a trusted advisor and business partner in the South-Central US Region. Consistent engagement, proactive communication, and collaborative planning are essential for success in this role.

What You Will Do:

Cultivate High-Impact Relationships

• Build and sustain influential partnerships with internal stakeholders, Caterpillar dealers, and managed account customers, ensuring alignment with sales objectives and organizational goals.

Strategic Engagement with Key Decision Makers

• Establish trusted, deep connections with executive and senior-level business leaders within managed accounts. Proactively identify business challenges and deliver tailored solutions to meet critical needs.

Market and Account Strategy Leadership

• Collaborate with senior management to design and execute market strategies targeting high-value industries and accounts. Secure buy-in and resource allocation from Caterpillar and dealer leadership to drive ongoing customer satisfaction and account growth.

Promote Caterpillar Value Proposition

• Ensure all managed account decision makers are thoroughly educated on the advantages of Caterpillar products, services, and the dealer network. Influence purchasing decisions by communicating differentiated value and ROI.

Managed Account Program Execution

• Develop and deliver robust managed account programs for both existing and new customers, driving profitable sales growth through a strategic approach to account management.

Sales and Service Opportunity Development

• Engage managed account customers at the point of sale to articulate the benefits of customer value agreements and service solutions, securing future service opportunities and deepening long-term relationships.

Account Forecasting and Collaboration

• Lead the planning process with managed accounts to ensure accurate capture and communication of customers’ machine purchasing forecasts to internal product teams, supporting demand planning and inventory management.

Customer Advisory and Site Visits

• Conduct regular visits to customer job locations within the region, providing senior-level advice, guidance, and expertise to managed accounts, reinforcing Caterpillar’s commitment to their success.

Dealer Partnership for Account Growth

• Work closely with Caterpillar dealers to develop and implement strategies that maximize sales and strengthen relationships with managed account customers, aligning dealer efforts with Caterpillar’s account management objectives.

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.

• 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.

• 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.

• 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.

• Negotiating: Knowledge of successful negotiation concepts and techniques; ability to negotiate successfully across the organization and wi