Corporate Accounts Manager
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As the Corporate Accounts Manager for Caterpillar, you’ll lead a team ensuring Global Construction and Infrastructure’s (GCI) customers recognize Caterpillar products and services make them more profitable than any other option. This is achieved by leading account and product support managers who develop deep understanding of customer needs, develop key account strategies and achieve the annual Business Plan for machines and parts for those accounts. These roles are critical in delivering a consultative approach to achieving sales of machines, parts and complimentary services across the product lines leveraging technology and innovative solutions.
The Corporate Accounts Manager will lead a team of Industry Account Managers, Senior Account Managers, National Account Managers and Product Support Managers while reporting to the Regional Industry Manager.
This position is responsible for delivering business plan revenue in machines, parts, rental, engines, technology, financial products, and services for up to 30 managed account customers and up to 70 industry specific GCI National Accounts. This leader accountable for maintaining and managing long-term value-based relationships and maximizing business opportunities for Caterpillar's largest and most loyal corporate accounts. Corporate and National Account sales can represent up to 40% of a region’s sales within Caterpillar depending on the level of industry consolidation that has occurred. Additionally, this leader will manage various Caterpillar business opportunities with responsibility for developing account vision and strategy for mid and long-term success. Responsible for developing and negotiating annual and/or multi-year commercial terms agreements directly with the corporate account customers working with Caterpillar legal to ensure contracts meet requirements. For large and special packages or projects negotiates directly with customers on pricing and other commercial terms. Responsible and accountable for managing portfolio and customer profitability.
The Corporate Accounts Manager directly manages up to 10 senior level account managers who carry out the day-to-day tactical strategies for managed accounts. This position develops and executes key executive relationships between Caterpillar Executive Officers and key customer executives. Account coverage includes Regional based customers plus several Global Accounts requiring coordination and development of global commercial strategies with key account managers in the three tri-spheres. This position is viewed within the organization as having deep industry and customer knowledge and referenced for key industry activities. As such requires an active role as an official representative of Caterpillar in the key specific industry associations. This role works directly with customer senior level management. These industry related support activities can account for up 10% of the incumbent’s time.
The position resolves complex customer and dealer challenges which may differ from those typically faced within the industry or profession. These issues may include, but are not limited to product problem resolution, commercial challenges, product application, product quality and dealer performance. The majority of this leaders time is spent managing the staff and developing and implementing new approaches or techniques to strengthen customer relationships and grow the business. Time is spent coaching field reps and other industry account managers.
This leader establishes and then monitors general policies and guidelines for customers under his/her control to ensure specific, management goals are met, and desired results are achieved.
This position provides transformational leadership to implement a customer-based culture across Global Construction and Infrastructure, the Distribution Division and the entire Cat Enterprise and Dealers. It identifies new customer revenue opportunities and work with respective dealers and product groups to define targeted customer strategies focused on increasing Caterpillar sales opportunities. Focus is on improving dealer efforts towards increased market penetration and after sales support. This position leads a team with accountability to clearly and effectively communicate customer and marketplace requirements to Product Groups and others within Caterpillar.
The Corporate Accounts Manager is responsible for product support for the accounts they cover. Through Product Support Account Managers and technical service reps, they are accountable to provide support to dealers in identification, communication and resolution of product issues. Additional product support resources will work with dealers to understand life cycle cost and the delivery of after-sales products and services, key to creating and maintaining customer loyalty.
As these positions have individualized industry focus, they are often seen as senior subject matter experts related to industry developments and trends. The position will require significant travel estimated at 30-50% of the time.
- The position requires substantial sales execution and marketing experience (minimum 15 years), with a good working understanding of the needs of customers, dealers, and product groups.
- Strong business acumen is also required.
- Knowledge of machine, application and work tool products and related services is desired.
- The position typically requires a college or university degree or equivalent experience.
- Extensive background in marketing and merchandising programs is also required.
- This position requires strong leadership skills, has the interpersonal skills to successfully influence others and achieve goals across the Caterpillar and Dealer organizations.
This role will be based out of Peoria, IL. Domestic relocation is offered for the role.
Employee benefit details:
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 benefits on day one (medical, dental, vision, RX, and 401K) along with the potential of an annual bonus. Additional benefits include paid vacation days and paid holidays (prorated based upon hire date).
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EEO/AA Employer. All qualified individuals - Including minorities, females, veterans and individuals with disabilities - are encouraged to apply.
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