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.

WE BUILD WHAT MATTERS

What matters most to you? Is it being part of a strong team?  Supporting your family? Solving global problems? You can do these and more at Caterpillar; where your work enables progress around the globe, and you contribute to meaningful work. Together, we can build what matters! The Caterpillar Oil & Gas and Marine Division (COGMD) consists of a worldwide team helping to power the global energy industry as well as provide power and propulsion on the water.

About Caterpillar Marine

You'll be part of a high-performing team with a proven record of boosting product and aftermarket growth in Governmental and Defense sectors. Our key focus is Mission Readiness, improving uptime, reliability, and reducing operational complexity. You will work with operators, shipbuilders, industry partners, Cat Dealers, and the Caterpillar Marine and Defense team to enhance customer experience. Caterpillar's culture is collaborative, upholding clear and uncompromising standards and values. We are a global team committed to achieving the best outcomes for our customers.

The Caterpillar Oil, Gas, and Marine Division is offering an opportunity for a Governmental Segment Manager (Americas) based in Houston(TX), Dallas (TX), or Virginia Beach (VA). This position involves collaborating with Caterpillar Defense to ensure efficient sales processes for US Federal Government customers, from Business Development through the RFI stage. The role includes developing customer contacts, understanding market trends, and creating strategic plans to assist the Key Account Manager.

Job Duties/Responsibilities include, but are not limited to:

• Leads the Governmental Segment growth strategy through a multidisciplinary team.
• Gathers customer and business insights to refine product, service, and sales strategies for both prime and aftermarket markets.
• Acts as an expert in the Marine Defense sector across Canada and LATAM, aiding dealers and commercial teams.
• Ensures compliance with Enterprise Procedure 6.13 for Government Contracts.
• Coordinates with Caterpillar Defense for marine support.
• Monitors agreement KPIs with the Caterpillar Defense team.
• Assists Cat Defense lead in U.S. Government Foreign Military Sales (FMS).
• Identifies and reviews strategies for Governmental accounts to align with business objectives.
• Contributes to strategies, long-term forecasts, and sales targets for products and services in the Governmental segment.

Skills Sets:

• Customer Focus: Working Knowledge of the values and practices of Governmental and Military customers as primary considerations in all business decisions and ability to leverage that information in creating customized customer solutions.
  • Researches and verifies customer needs and expectations through direct interaction with key decision makers.
  • Communicates the importance of customer needs/expectations and commits to resolving them.
  • Solicits customer satisfaction feedback and acts on improvement opportunities.
  • Helps link organizational objectives to customer needs and expectations.
  • Meets regularly with customers to understand their wants, needs and expectations.
• Industry Knowledge: Extensive Knowledge in ships power systems (engines, generators, controls) 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 Defense and Governmental Segment - its market position, critical products, and compliance requirements, etc.
  • Ability to work in a cross organizational matrix organization.
  • Compares and contrasts the latest developments and emerging issues in the industry.
  • Raises coworkers' awareness of industry standards, practices, and guidelines.
  • Assesses how regulatory, compliance and reporting requirements apply to own organization.
  • Explains the development of industry segments - trends, consequences, key issues.
  • Discusses industry-specific cycles and associated considerations.
• Effective Communications: Working 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.
  • Delivers helpful feedback that focuses on behaviors without offending the recipient.
  • Listens to feedback without defensiveness and uses it for own communication effectiveness.
  • Makes oral presentations and writes reports needed for own work.
  • Avoids technical jargon when inappropriate.
  • Looks for and considers non-verbal cues from individuals and groups.

• Relationship Management: Working Knowledge of relationship management techniques; ability to establish and maintain healthy working relationships with ability to establish and maintain healthy working relationships with key deciders and influencers of LATAM and Canadian Maritime Services, shipbuilders, industry partners, and peers.
  • Provides prompt and effective responses to client requests and interactions.
  • Monitors client satisfaction levels on a regular basis.
  • Alerts own team to problems in client satisfaction.
  • Differentiates the roles and responsibilities in a business relationship.
  • Works with clients to address critical issues and resolve major problems.

• Business Development: Basic Knowledge of business development tools, techniques and approaches; ability to explore and develop potential areas of business growth for the organization.
  • Describes the main technologies and tools used in similar or competing products or services.
  • Identifies industry groups that would benefit from Caterpillar Marine products and services.
  • Identifies potential markets for the organization's products or services.
  • Assesses the key components of an organization's business development plan.

Additional Information:

• This role can either be located in Houston, Texas; Dallas, Texas; or Virigina Beach, Virigina.
• Relocation assistance is offered for the role.
• This role will be required to travel 50% or less.

What You Will Get:

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 day-one benefits, including but not limited to:

• Competitive salary and annual bonus program
• Medical, dental, and vision coverage​
• Paid time off plan (Vacation, Holiday, Volunteer, Etc.)​
• Company-matched 401(k) plan
• Health savings account (HSA)​
• Flexible spending accounts (FSAs)​
• Short and long-term disability coverage​
• Life Insurance​
• Paid parental leave​
• Healthy Lifestyle Programs​
• Employee Assistance Programs​
• Voluntary Benefits (Ex. Accident, Identity Theft Protection)

At Caterpillar, we are committed to a diverse and inclusive environment that values and respects the unique talents, experiences, and viewpoints of our global employees. Our vision is to continually develop the best team to build innovative solutions for our global customers, deliver superior results for our stockholders and positively impact the people and communities we serve.

U.S. law prohibits the release of U.S. controlled technology and technical data to certain persons without authorization. This position involves items or information which is subject to the International Traffic in Arms Regulations (ITAR), controlled for national security or other reasons under the Export Administration Regulations (EAR), and involves work subject to the requirements of Naval Nuclear Propulsion Information (NNPI). Therefore, in order to satisfy the requirements for this position, the successful applicant must be a U.S. citizen; not hold dual citizenship with another county; and present evidence of their citizenship.

This employer is not currently hiring foreign national applicants that require or will require sponsorship tied to 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 #LI

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:

September 24, 2024 - October 8, 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.

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