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 Customer Solutions Core Region (CSCR)  team is hiring a Senior Account Manager who will drive customer- and outcome-based growth by leading strategic planning, deal development, and commercial execution across the enterprise. In this role, you will partner with dealers and cross-functional stakeholders to structure opportunities, advance frameworks and contracts, and deliver measurable business results. We are seeking a self-driven professional with demonstrated success turning strategy into action and outcomes.

Role Summary:

The CSCR Senior Account Manager will lead strategic sales and marketing initiatives for key accounts. Drive cross-functional collaboration to cultivate partnerships, identify growth opportunities, and deliver client-centric solutions that maximize revenue and strengthen long-term relationships.

What You'll Do (Job Duties):

• Adhere to organizational policies and procedures while maintaining clear, proactive communication across departments to ensure customer needs are met.

• Partner with dealers and internal stakeholders to provide strategic sales and service support for corporate accounts.

• Develop and implement processes to keep customers informed on pricing, shipping timelines, potential delays, and other critical updates.

• Engage directly with customers to gather insights, identify upselling opportunities, and deliver solutions that drive satisfaction and loyalty.

What You'll Have (Core Skills)

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 & 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 with external vendors and clients in a constructive and collaborative manner.

Relationship Management: Knowledge of relationship management techniques; ability to establish and maintain healthy working relationships with clients, vendors, and peers.

Account Management: Knowledge of account management; ability to manage day-to-day activities, providing services and support to existing clients.

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 Also Have:

• Demonstrated success driving customer- and outcome-based strategies, using strong communication skills to translate insight into actions that deliver measurable business results

• Proven experience as a self-starter operating independently, developing and executing action plans that drive wins and ensure consistent follow-through

• Experience partnering effectively with dealers and internal stakeholders to strengthen capabilities, influence performance, and enable long-term growth

• Success leading the development and execution of strategic and business plans, with a track record of delivering commercial outcomes and scalable growth initiatives