Account Manager at Caterpillar Inc.

• This role is part of the Customer Facing team, the engine of our business—driving growth by delivering tailored, territory-specific solutions that solve customer pain points, accelerate decision-making, and enable profitable sales execution.

Role Definition:

• Develops and maintains a deep customer understanding and establishes a strong, trust-based relationship with critical customer decision makers.
• Coordinates the Caterpillar matrix and leverages enterprise resources to deliver meaningful customer outcomes and help the customer solve their toughest problems.
• Oversees and coordinates all sales and marketing activities for a significant client or specific client group.

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 services support to Managed Accounts.
• 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 Have:

Construction Industry Background

• Minimum 5 + years in the construction sector with strong customer relationship management experience.

Customer Focus & Relationship Management

• Build and maintain strong, trust-based relationships with key accounts.
• Act as the primary point of contact for strategic customers, ensuring satisfaction and loyalty.
• Understand customer pain points and proactively provide solutions.

Sales & Business Development

• Develop and execute account-specific sales strategies to achieve revenue targets.
• Negotiate and close high-value deals with contractors, project owners, and procurement teams.
• Identify growth opportunities within existing accounts and new projects.

Solution Selling

• Promote both machines and aftermarket services (parts, maintenance, CVAs, rebuild programs).
• Present integrated solutions that reduce total cost of ownership for customers.
• Leverage case studies and success stories to demonstrate value.

Problem Solving

• Address customer challenges promptly and effectively.
• Collaborate with internal teams (service, product support) to resolve technical and operational issues.
• Provide feedback to improve product and service offerings.

Market & Product Knowledge

• Understand heavy equipment categories, applications, and competitive landscape.
• Stay updated on technology solutions (grade control, telematics) and service programs.
• Monitor competitor activities and develop counterstrategies.

Machine, Aftermarket and Services Sales Expertise

• Strong commercial skills in selling heavy equipment and machinery.
• Ability to develop sales strategies, negotiate, and close deals.
• Experience with dealer/distributor networks and direct sales.
• Exposure to parts, maintenance, and service offerings to support full lifecycle sales.

Core Competencies

• Fluency in English and Chinese is a must.
• Negotiation & Influencing high-value deals.
• Strategic Account Management and revenue growth planning.
• Data Analysis for forecasting and performance tracking.
• Cultural Adaptability for relationship-driven Middle Eastern & Eurasian markets.