Get notifications to your inbox about new jobs that are similar to this one.
No spam. No ads. Unsubscribe anytime.
Caterpillar Inc. is a global company that designs, manufactures, and markets heavy equipment, engines, and related parts. They are focused on creating stronger, more sustainable communities.
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.
J ob Description:
This Director of Strategic Accounts will lead the day-to-day operations of an aftermarket account management team that works with select global mining clients to achieve business goals and ensure effective resolution of all issues raised by the client.
Responsibilities / What you will do:
Skill Descriptors:
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.
• Champions, models and directs an organization's commitment to externally focused decision-making tied to customer business needs and satisfaction.
• Provides customer focused vision, strategy and leadership that exceeds customer expectations.
• Persuasively articulates the link between customer focus and enhanced business success to stakeholders.
• Teaches others to foster customer relationships based on mutual understanding, respect, trust and 'business partnering'.
• Develops 'best practices' to create, evaluate and enhance customer loyalty that are sought by others within and outside the organization.
• Consults with senior executives regarding critical success factors and details to being a customer focused organization.
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.
• Educates others on own organization in terms of the industry - its market position, niche (if any), etc..
• Compares and contrasts the latest developments and emerging issues in the industry.
• Raises coworkers' awareness of industry standards, practices and guidelines.
• Assesses how regulatory and reporting requirements apply to own organization.
• Explains the development of industry segments - trends, consequences, key issues.
• Discusses industry-specific cycles and associated considerations.
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.
• Analyzes and discusses alternatives with multiple stakeholders.
• Monitors developments in critical-thinking and decision-making models for potential use by organization.
• Coaches others in decision-making models, processes, and practices.
• Anticipates special issues and considerations for effective decision-making during a crisis.
• Shares experiences regarding optimal timing and circumstances for refraining from or making decisions.
• Differentiates between content and context of a decision.
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.
• Works to create a climate that values and rewards good oral and written communication.
• Communicates effectively with diverse audiences, using appropriate media and language.
• Monitors developments in communications tools for potential use by organization.
• Ensures important messages are clearly understood.
• Coaches others on methods of improving their own communications.
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.
• Leads complex, high-impact or volatile negotiations involving high business risks.
• Advocates a win-win approach to negotiating.
• Explains appropriateness of using adversarial negotiating versus joint problem-solving techniques.
• Overcomes resistance to the negotiation process.
• Teaches others the subtleties of negotiating strategic or high-impact agreements.
• Negotiates complex matters involving multiple parties.
Relationship Management:
Knowledge of relationship management techniques; ability to establish and maintain healthy working relationships with clients, vendors, and peers.
• Oversees key client reviews to assure service and relationship satisfaction.
• Coaches others in the value, issues, and methods of client partnering.
• Collaborates with clients in the pursuit of common business objectives.
• Maintains status information on major developments in client or partner environment.
• Works directly with clients to discern business trends and their implications.
• Fosters a climate conducive to establishing positive working relationships with outsiders.
Account Management:
Knowledge of account management; ability to manage day-to-day activities, providing services and support to existing clients.
• Articulates historical background and future perspective of account management
• Leads discussions on the historical background and future perspective of account management.
• Creates a system to delegate accounts to sales and support associates.
• Predicts industry trends and developments with account management practices.
• Develops strategies and blueprints for the account management function.
• Designs systematic standards and procedures on a full spectrum of account management processes.
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.
• Delivers bottom-line proof with credible third-party validation that proposed solutions deliver benefits of greater value than the competition.
• Researches customer's industry, strategies, environment and plans to support their business needs.
• Builds loyalty and 'partner versus vendor' relationships by helping customers understand, diagnose and resolve their complex business issues.
• Provides analysis tools to identify, quantify and qualify business issues and solution value components to help clients assess alternative business proposals.
• Provides highly solicited mentoring to various organizations regarding all aspects of 'value selling'.
• Presents compelling business cases for very complex business issues, shifting proposed solution focus from cost to overall value (benefits/payback).
Required Background and Experience:
Location:
The role will be based in Tucson, AZ and domestic relocation will be 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).
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. For more information, visit caterpillar.com. To connect with us on social media, visit caterpillar.com/socialmedia
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 2, 2024 - July 22, 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.
Not ready to apply? Join our Talent Community.
Remote🇺🇸👶Added a day ago
Client Director
Gartner IT is a world-class team of skilled engineers who build creative digital solutions to support Gartner's colleagues and clients.
Enterprise
🇺🇸👶Added a day ago
Sales Director - Americas
Baker Hughes EMEA Unlimited Company - Panametrics, a Baker Hughes Business develops solutions for moisture, oxygen, liquid flow, and gas flow measurement, with proven technologies that are known across many industries, including oil and gas(Oil & Energy)
🇺🇸Added a day ago
Client Acquisition Director - Retirement Solutions
A Nationwide Mutual Insurance Co. - Insurance company focused on helping people protect what matters most to them and innovating processes and operations to provide the best customer value.
SalesForceSeries 6Series 63Series 65ChFCCLUCRC
🇺🇸Added 2 days ago
Regional Sales Director AMERICAS
B&K Vibro careers - A company that protects and monitors the world's most important machinery, providing machinery protection and condition monitoring systems.
NSK team
🇺🇸Added a day ago
Sales Director
TechVedika - An Artificial Intelligence focused product engineering company providing cutting edge products & solutions in healthcare, retail & e-commerce, manufacturing and hospitality sectors.
IT servicesdata servicesproduct engineeringAWS
🇺🇸Added 3 days ago
Sr. Director
Visa is a world leader in digital payments, facilitating more than 215 billion payments transactions between consumers, merchants, financial institutions and government entities. (legal services)
Microsoft Dynamics