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 Us:

　　With 2022 sales and revenues of $59.0 billion, 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’ve 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. Caterpillar does business on every continent, principally operating through three primary segments – Construction Industries, Resource Industries and Energy & Transportation – and providing financing and related services through our Financial Products segment. We are a Fortune 100 corporation with 110 production facilities of which 60 are located outside the US, and we have 165 dealers serving customers in 191 countries.

　　Resource Industries:

　　Caterpillar's Resource Industries (RI) segment caters to customers using machinery in mining, heavy construction, quarry and aggregates. The RI segment includes Integrated Components and Solutions, RI Operations and Products, Strategic Procurement & Planning, and the RI Sales, Services and Technology.

　　Job 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:

　　Identifying and analyzing organization's strengths and weaknesses, and responding to opportunities.

　　Supervising and coordinating the daily activities of staff engaged in account management; ensuring that customers receive an exception service experience.

　　Managing and directing an account team achieve sales and profit goals, including sales variance.

　　Accountable for Growing Services and Integrated Procurement corporately with a designated managed account portfolio.

　　Accountable for executing key aftermarket initiatives (i.e., business cases, demand planning, contracts, connectivity) with business partners for designated accounts.

　　Provide leadership and vision to develop and maintain Managed Accounts insights and track Aftermarket KPIs by account corporately.

　　Work with Account Directors, Region, and Industry Managers to identify and track Aftermarket KPIs.

　　Facilitate and support consistent, equitable aftermarket commercial support.

　　Provide leadership and guidance on the communication of Caterpillar suggested consumer parts price changes to mining strategic accounts and manage escalations when required.

　　Work with dealers to clarify and understand their CBI (cost build-up index) for designated managed account portfolios.

　　Develop and maintain effective internal partner relationships and relationships with managed account managers, dealers, and customers to achieve parts sales growth.

　　Provide leadership for account teams development and execution of managed account strategies and activities for named accounts including Aftermarket Account Plans for designated accounts.

　　Establish high-level relationships with business decision-makers and identify business needs and problems.

　　Develop and implement strategies for managed account customers as well as a secure commitment of Caterpillar and Dealer resources to assure continued customer satisfaction.

　　Provide leadership for account teams in negotiating contracts with aftermarket commercial elements between Caterpillar, participating dealers, and mining clients.

　　Act as a consultant to various departments within Caterpillar including, but not limited to, RISST (Resource Industries Sales, Services & Technology) Aftermarket Regional managers and personnel, parts pricing team, Mining Regional Field teams, and Mining Strategic Accounts regarding the direction and strategies for the aftermarket with managed accounts.

　　Visit mine sites and corporate offices (foreign and domestic) to provide advice and counsel to managed account customers.

　　Ensure account decision-makers are fully exposed to features and benefits available from Caterpillar aftermarket products, dealers, and marketing before finalizing purchasing decisions.

　　Provide counsel and governance to regional teams on the construction and execution of customer-specific agreements.

　　The position works independently with considerable freedom of action and is broadly subject to functional policies and ultimate goals.

　　Manages the compliance of assignments and keeps up to date with new industry trends, changing technology, and regulations affecting the competitive environment.

　　Required Background and Experience:

　　Requires 15+ years of progressively responsible and broad experience in the sales/marketing/product support disciplines along with several years in aftermarket sales/marketing; overseas marketing company experience would be preferred but proven international exposure and success is a must.

　　Requires a college or university degree or 20+ years of equivalent experience and Graduate Degrees are preferred.

　　Requires strong aftermarket background (including familiarity with customers’ business drivers, KPIs and metrics) as well as a thorough understanding of commercial practices and dealer operations.

　　Requires proven “leader of leader” managerial skills along with good human relations and communications skills; excellent interpersonal skills are required to deal with sensitive issues, develop others, or persuade others inside and outside the department to take specific actions.

　　Location

　　This role will be based out of the Tucson, AZ office and domestic relocation is 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/social-media.

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　　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 (http://flows.beamery.com/caterpillarinc/talcom) .

　　There’s more to work at Caterpillar than just the work itself. We hire smart, friendly people and it shows in our culture. We hold ourselves to high standards and make sure our values of integrity, excellence, teamwork, commitment and sustainability come to life in the way we work. We make sure our employees feel continuously challenged while also supported. We provide professional growth opportunities, including leadership programs. We celebrate the diversity of our team, while also working together as one Caterpillar.

　　Our culture, like everything at our company, is made possible by each employee’s contribution. Person by person, we create the environment we work in, and we are proud of the Caterpillar we’ve built.