Account Manager - Caterpillar Defense

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 Defense Caterpillar Defense proudly serves all branches of the U.S. military and federal government, allied militaries and governments, and original equipment manufacturers. For over 100 years, we have supplied reliable products and solutions to government agencies and military forces worldwide, supporting people who put their lives on the line to provide security, generate energy and supply humanitarian aid. Today, we continue to deliver leading-edge products and global services, working around the clock and around the world to deliver the power and performance that customers need. Caterpillar’s largest single customer is the U.S. Department of Defense.190,000+ machines, tanks, tactical vehicles, and submarines move missions forward with Cat engines. We also provide solutions for power generation and surface ships. Cat has powered crucial engineering and logistical operations in every major conflict since WWI Job Summary:   The US Vehicle Power Train Account Manager focus on growing new and increase current business opportunities with key US based defense contractors. As part of the sales team in Caterpillar Defense, focus will be with the development of sound business relationships with government customers, original equipment manufacturers, dealers, and other relevant strategic partners. Reporting directly to the Caterpillar Defense International Sales Manager, this position requires a strong, motivated, self-driven individual with defense experience, industry knowledge and an ability and hunger to learn from a strong team.

Management of key US based defense accounts for vehicle powertrain alongside other US focused members of the team. Work with Business Development and other cross functional teams to deliver Cat Defense as the best solution and achieve increased growth opportunities. Present growth opportunities to key stakeholders for business go/no go decisions. Be a strong advocate for Cat Defense with key customers, operators and industry to increase, manage and communication both internally and externally - key growth opportunities. Represented Caterpillar & Cat Defense at key defense exhibitions Create a strong link and business relationship with key accounts Work with senior management to establish a vision and overarching strategy needed to accomplish sales growth goals that aligns to Caterpillar Defense’s objectives. Create a sense of urgency and intense customer and dealer focus with close collaboration with partners to deliver high levels of customer satisfaction and sales growth year over year. Effectively manage and analyze the customer throughout the lifecycle, with a goal of improving customer relationships and driving sales growth. Develop effective internal partner relationships and relationships with major customers so that sales objectives can be achieved. Consult with various departments within Caterpillar regarding the direction and strategies that key industry leaders will be adopting in the future. Collaborate with dealers and districts about sales and service support of product to “corporate account” customers. Ensure that account decision makers have been fully exposed to the features/ benefits available from Caterpillar products, dealer, and marketing before they finalize purchasing decisions. Communicate effectively across product, industry, dealer and/or customer audiences to gain understanding and acceptance of ideas and