Account Manager, Power Generation

Career Area:

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.

Oversees and coordinates all sales and various solution programs of new turbomachinery systems, construction services and aftermarket services as part of initial new project sales within an assigned geographic area and for specific customer accounts.

Directs resources in various areas to respond to customer needs, to finalize the contract or purchase order and meet customer expectations.

Responsibilities

• Capture bookings to meet the sales plan and forecast for the assigned accounts to achieve targets/plans.
• Applies knowledge of turbomachinery products and services in the Power Generation market to identify sales opportunities, propose solutions, and to convince customers that the company's products are differentiated in the market and that Solar Turbines is the best partner to meet their long-term needs.
• Develops a sales plan and forecast for assigned territory to support companywide goals and strategies.
• Manages client relations, develops new contacts, markets, and applications. Manages customer interface and on-going relations with clients to assure all technical services are delivered as expected to assure the next sale, and to assure the company delivers to customer expectations.
• Ensures all activities to fulfill contracts are in compliance with all company policies.

Degree Requirement
Electrical/ Mechanical/ Power Plant Engineering Degree or equivalent experience desired.

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.

Level Expert:

• 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.

Level Extensive Experience:

• 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.

Level Extensive Experience:

• Differentiates assumptions, perspectives, and historical frameworks.
• Evaluates past decisions for insights to improve decision-making process.
• Assesses and validates decision options and points and predicts their potential impact.
• Advises others in analyzing and synthesizing relevant data and assessing alternatives.
• Uses effective decision-making approaches such as consultative, command, or consensus.
• Ensures that assumptions and received wisdom are objectively analyzed in decisions.

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 Extensive Experience:

• Reviews others' writing or presentations and provides feedback and coaching.
• Adapts documents and presentations for the intended audience.
• Demonstrates both empathy and assertiveness when communicating a need or defending a position.
• Communicates well downward, upward, and outward.
• Employs appropriate methods of persuasion when soliciting agreement.
• Maintains focus on the topic at hand.

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 Expert:

• 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.

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 Extensive Experience:

• Evaluates demographics, trends and issues affecting specific markets and customers; makes recommendations accordingly.
• Trains others on the many aspects of managing existing customer accounts.
• Teaches others how to use advanced technologies and tools for account management.
• Anticipates the needs and preferences of key players at relevant customer accounts.
• Advises on the appropriate solutions to complex customer accounts problems.
• Collaborates with the customer on large account activities and monitors customer satisfaction.
• 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 Expert:

• 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).
• Final Sales Position / Grade will be based on management's discretion.

This Job Description is intended as a general guide to the job duties for this position and is intended for the purpose of establishing the specific salary grade. It is not designed to contain or be interpreted as an exhaustive summary of all responsibilities, duties and effort required of employees assigned to this job.

At the discretion of management, this description may be changed at any time to address the evolving needs of the organization. It is expressly not intended to be a comprehensive list of "essential job functions" as that term is defined by the Americans with Disabilities Act.

Posting Dates:

Caterpillar is an Equal Opportunity Employer.  Qualified applicants of any age are encouraged to apply

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