Account Manager-Electric Power

Sales Representative

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 EPD

Caterpillar's Electric Power Division (EPD) offers integrated solutions, parts, and services to meet the needs of our various commercial and industrial electric power customers. EPD supports a wide range of customer applications across the globe, including providing back-up power to hospitals, providing emergency power when natural disasters strike, and supporting critical infrastructure for data centers, municipalities, and more. With a rich history of more than 95 years in the electric power business, our team has world-class expertise and a proven ability to adapt to changing demands. We're committed to providing sustainable and reliable solutions to our customers. Join our team to help build a better, more sustainable world for future generations!

Role Definition

Coordinates all sales activities for a specific data center accounts.

What You Will Do

Following organizational policies and procedures and maintaining clear and direct line of communication within the organization to meet customer requirements.

Consult with dealers and internal business partners on the subject of sales and service support of product to "corporate account" customers.

Designing processes for informing customer of rates, shipping date, anticipated delays and any additional information needed by the customer.

Working directly with customers to collect information, sell additional products and services to current customers, and ensure customers' needs are met.

What You Will Have

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.

Communicates the importance of customer needs / expectations and commits to resolving them.

Researches and verifies customer needs and expectations.

Solicits customer satisfaction feedback and acts on improvement opportunities.

Helps link organizational objectives to customer needs and expectations.

Meets regularly with customers to understand their wants, needs and expectations.

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.

Explains how own organization compares to others in the industry.

Describes key products and services in the industry.

Identifies key industry segments and associated characteristics.

Names key industry players, leaders, and trendsetters.

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.

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.

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

Provides prompt and effective responses to client requests and interactions.

Monitors client satisfaction levels on a regular basis.

Alerts own team to problems in client satisfaction.

Differentiates the roles and responsibilities in a business relationship.

Works with clients to address critical issues and resolve major problems.

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

Lists the major responsibilities of the account management function.

Identifies the responsibilities and roles of a customer account team.

Summarizes the concepts of account management.

Locates where and how to obtain information on a specific 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.

Uses 'value selling' techniques to successfully engage customers.

Researches the customer's industry and organization before attempting sales calls.

Discusses issues and considerations regarding current 'value selling' practices and recommends potential improvements.

Quantifies proposed costs, benefits and value in customer terms.

Defines and documents value-added activities and their benefits to customers beyond the initial sales transaction.

Additional Information :

This position requires the candidate to work a 5-day-a-week schedule in the office.

Travel : Up to 50% (Domestic and International)

Relocation is not available for this position.

Visa sponsorship is NOT available for this position.