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Lifecycle Global Account Manager

Caterpillar

Caterpillar

Sales & Business Development
Peoria, IL, USA
Posted on Monday, July 8, 2024

Career Area:

Sales

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.

As a Lifecycle Global Account Manager with the Construction Industries Services Division (CISD), you will support Construction Industries Global Accounts with responsibility for driving improved customer loyalty for both parts growth and machine sales growth. This position will develop a Total Cost of Ownership (TCO) model that will be leveraged to support Customer Value Agreement (CVA) growth, Ground Engaging Tool (GET) Cost Per Hour (CPH), rebuild analysis as a comparison to percentage of new models and support Global Construction & Infrastructure Division (GCI) on new machine tenders. In addition, the position will be responsible to develop a strategy that is tied to discount programs to support the aftermarket for rebuilds, GET, CVAs. This is a great opportunity for you to build and enhance your network as you will collaborate with both the GCI and CISD Global Account Managers and leverage the internal business partners of CISD to develop best practices.

What You Will Do:

  • Negotiate complex, single, and multi-year signed agreements by Caterpillar and customer executives when TCO is included.

  • Develop aftermarket services offerings and create / modify merchandising programs to support the desired TCO.

  • Support Total Maintenance and Repair, CVA contract quoting.

  • Familiarize yourself with the customers TCO purchasing decisions that impact both rebuilds and new machine purchases.

  • Identify and resolve unmet customer needs focused on lowest TCO analysis.

  • Develop and support the process to calculate, define and explain carbon impact on rebuild vs new and Cat Reman utilization.

  • Ensure commitments are executed per the contract, manages aftermarket offerings, and drives consistency for customers on a worldwide basis.

  • Achieve business plans for both new machine sales and parts sales to users, including the development of aftermarket services to support the customers short and long strategy.

What You Have:

  • The ability to apply your Industry Knowledge (knowledge of industry groups, trends, directions, key issues, regulatory considerations, and trendsetters) to diverse situations.

  • Decision Making and Critical Thinking to accurately analyze situations and reach productive decisions and recommendations.

  • The ability to apply Effective Communications concepts, tools, and techniques to effectively transmit, receive, and accurately interpret ideas, information, and needs to internal partners, customers, and dealers.

  • Relationship Management where you demonstrate your ability establish and maintain healthy working relationships with internal partners, customers, and dealers.

  • The ability to apply your expertise in Value Selling to differentiate support offerings that address clearly understood customer needs.

Top Candidates Will Have:

  • Bachelor’s degree or equivalent years of professional experience

  • Experience with Aftermarket business including understanding of the needs of customers, dealers, and product groups.

  • At least 4 years’ experience in the field and collaborating with dealers.

  • Understanding of how to leverage Builder Files to calculate TCO by machine model & serial number by customer.

  • Understanding of how to pull parts to calculate rebuilds, CVAs for cost per hour and total cost of ownership calculations.

  • Ability to negotiate complex agreements with customers using various concepts and techniques, including ability to influence internal business partners.

  • Understanding of proper account management practices to support customers.

Additional Info:

  • The primary location for this position is Peoria, IL.

  • Travel is estimated 50% for both domestic and international.

  • Domestic relocation assistance is available for those who qualify.

  • Sponsorship is not available.

  • ISE is not available for his position.

Final details:

Please frequently check the email associated with your application, including the junk/spam folder, as this is the primary correspondence method. If you wish to know the status of your application – please use the candidate log-in on our career website as it will reflect any updates to your status.

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 an hourly wage because we value your performance, we offer a total rewards package that provides day one benefits (medical, dental, vision, RX, and 401K) along with the potential of a monthly bonus. Additional benefits include paid vacation days and paid holidays (prorated based upon hire date).

About Caterpillar

Caterpillar Inc. is the world’s leading manufacturer of construction and mining equipment, off-highway diesel and natural gas engines, industrial gas turbines and diesel-electric locomotives. For nearly 100 years, we’ve been helping customers build a better, more sustainable world and are committed and contributing to a reduced-carbon future. Our innovative products and services, backed by our global dealer network, provide exceptional value that helps customers succeed.

Relocation is available for this position.Visa Sponsorship is not available for this position. 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 www.caterpillar.com/careers.

Posting Dates:

July 8, 2024 - July 31, 2024

Any offer of employment is conditioned upon the successful completion of a drug screen.

EEO/AA Employer. All qualified individuals - Including minorities, females, veterans and individuals with disabilities - are encouraged to apply.

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