Account Manager

Account Manager

Requirements

• 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 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. Acting as a trusted advisor for the customer.
• 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.

Responsibilities

• Manage and meet Electric Power Division (EPD) business plan for assigned accounts, including revenue, price and volume.
• Manage assigned account’s Request for Product (RFP) pipeline and translation into financial business planning (ABP/RBM) process.
• Manage corporate account contracts with assigned accounts, including loyalty programs, master terms and conditions, and framework agreements while working in close collaboration with the Legal Services Division.
• Manage onboarding process for new dealers including coordination for bid package submittal, commissioning, aftermarket and all process related requirements.
• Develop coverage strategy for each assigned account to leverage technical, project management, commercial and aftermarket resources to maximize Caterpillar revenue and profit.
• Coordinate with the supply chain teams to ensure Caterpillar supply chain serves the need of each customer. This includes the genset and the complete packaged solution.
• Manage customer annual business review process and customer satisfaction metrics.
• Work with people from many different backgrounds and cultures, internally and externally, with the appropriate influence and ability to resolve differences. Good human relations skills are required to develop a collaborative/cooperative work relationship with others inside and outside the business unit.
• Manage the compliance of assignments and keep up to date with new industry trends, changing technology and regulations affecting the competitive environment. Transfer industry knowledge into EP product planning discussions.
• Support the mentoring and development of Account Managers leading other data center segment accounts to help drive their specific learning / development needs.

Preferred Qualifications

• Understanding of data center design topologies and Cat Electric Power product application within the data center industry desired.
• Previous field and/or account management experience with Caterpillar Dealers and Customers desired.
• Custom Packaging/System integration sales/marketing or engineering experience desired.