Account Manager at Caterpillar in Houston, Texas

Job Description:

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.

About Caterpillar Oil & Gas and Marine

Caterpillar's Oil and Gas division, provides superior products and service solutions to make our customers more efficient and lower total cost of ownership. Globally, we deliver engineered oilfield and drilling equipment repair and certification, mechanical and rotating equipment repairs and upgrades, rapid prototyping of spare parts, robust asset management, operation and maintenance and field engineering services. We offer a wide range of career opportunities across a variety of technical and business roles in engineering and service locations worldwide. Join our team and help build engineering solutions that change the industry.

We are currently seeking an Account Manager in Houston, Texas. An Account Manager will oversee and coordinate all sales and bespoke service offerings for a specific client or clients within the Well Service Segment of O&G.

What You Will Do:

• Design and implement corporate strategy for each client, aligning their business goals with product and service offerings.
• Responsibilities for managing CAT and SPM product lines.

• Follow organizational policies and procedures and maintaining clear and direct line of communication within the organization to meet customer requirements.
• Consult with cross functional teams including Caterpillar dealers and internal business partners on the subject of sales and service support of product to "corporate account" customers.
• Designing bespoke services offerings and customer back solutions.

Top Candidates will Have:

• An understanding of the oil and gas industry & Well Service Segment.
• Strong negotiation experience to discuss and adjust proposal elements.
• Ability to create tailored proposals that address the specific needs of the customer.
• Excellent communication and interpersonal skills, with experience building and maintaining client relationships at various level of an organization.

What You Have - Skills, Knowledge, & Experiences:

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.
Level Extensive Experience:

• Facilitates creation of the 'right' products and services to resolve customer business issues.
• Fosters strong customer relationships via delivery on commitments, open communication, and on-going feedback/improvement.
• Advises others on creating customer focused environments in various scenarios.
• Anticipates customer needs, focusing efforts to proactively meet needs and exceed customer expectations.
• Measures and observes customer satisfaction levels to ascertain and implement service improvement alternatives.
• Communicates and models the criticality of customer focus as an organizational strategy.

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.
Level Working Knowledge:

• Discusses industry-specific flagship products and services.
• Demonstrates current knowledge of the regulatory environment for industry segment.
• Describes the contribution of own function as it relates to the industry segment.
• Participates in major industry professional associations; subscribes to industry-specific publications.
• Currently works with a major industry segment and associated functions and features.

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.
Level Working Knowledge:

• Applies an assigned technique for critical thinking in a decision-making process.
• Identifies, obtains, and organizes relevant data and ideas.
• Participates in documenting data, ideas, players, stakeholders, and processes.
• Recognizes, clarifies, and prioritizes concerns.
• Assists in assessing risks, benefits and consideration of alternatives.

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.
Level Working Knowledge:

• Delivers helpful feedback that focuses on behaviors without offending the recipient.
• Listens to feedback without defensiveness and uses it for own communication effectiveness.
• Makes oral presentations and writes reports needed for own work.
• Avoids technical jargon when inappropriate.
• Looks for and considers non-verbal cues from individuals and groups.
• Ability to engage with customer to understand their requirements, pain points and goals.

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.
Level Extensive Experience:

• Ensures negotiators have awareness of complementary yet diverse interests.
• Successfully completes significant negotiations, both internal and external.
• Details the risks of negotiation breakdown from each party's perspective.
• Protects own position, while demonstrating willingness to achieve win-win.
• Identifies similarities and differences in position and assesses impact on discussions.
• Detects and addresses lack of progress or a stalemate.

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

• Communicates to clients regarding expectations of all parties.
• Participates in negotiating the terms of the business relationship.
• Conducts periodic reviews of work effort, progress, issues, and successes.
• Maintains productive, long-term relationships with clients or vendors.
• Creates opportunities to educate support teams on client priorities.
• Empowers others to establish collaborative, healthy relationships.

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

• Participates in orchestrating and coordinating a team sale.
• Uses proper resources for the day-to-day support of existing clients.
• Analyzes the sales history and current activity for a specific account.
• Coordinates with internal support functions to meet unique client needs.
• Provides account management support to a specific customer or account.

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.
Level Extensive Experience:

• Acquires and retains customers in multiple settings using 'value selling' techniques.
• Coaches others on the application of 'value selling' principles and practices.
• Delivers value-added services to customers beyond delivery of a purchased product, technology or service consistently.
• Qualifies sales prospects based on a clear understanding of customer business needs and the service company's determined ability to meet those needs.
• Solicits feedback from the customer community as a valued service provider.
• Teaches and coaches 'value selling' to others within the organization.

What You Will Get:

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 day-one benefits, including but not limited to:

• Competitive salary and annual bonus program
• Medical, dental, and vision coverage
• Paid time off plan (Vacation, Holiday, Volunteer, Etc.)
• Company-matched 401(k) plan
• Health savings account (HSA)
• Flexible spending accounts (FSAs)
• Short and long-term disability coverage
• Life Insurance
• Paid parental leave
• Healthy Lifestyle Programs
• Employee Assistance Programs
• Voluntary Benefits (Ex. Accident, Identity Theft Protection)

Additional Information

• This position is located in Houston, Texas.
• Relocation is available for this position
• Ability to travel up to 75% of the time

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 .

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 have 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.

Summary Pay Range:
$123,480.00 - $185,280.00
Compensation and benefits offered may vary depending on multiple individualized factors, job level, market location, job-related knowledge, skills, individual performance and experience. Please note that salary is only one component of total compensation at Caterpillar.

Benefits:

Annual incentive bonus plan*

Medical, dental, and vision coverage

Paid time off plan (Vacation, Holiday, Volunteer, Etc.)

401k savings plan

Health savings account (HSA)

Flexible spending accounts (FSAs)

Disability benefits

Life Insurance

Parental leave

Healthy Lifestyle Programs

Employee Assistance Programs

Voluntary Benefits and Employee Discounts

Tuition Reimbursement

Career Development

*Subject to annual eligibility and incentive plan guidelines .

Posting Dates:
December 17, 2024 - December 27, 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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