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 EPD

Caterpillar's Electric Power Division (EPD) offers integrated solutions, parts, and services to meet the needs of our various commercial and industrial electric power customers. EPD supports a wide range of customer applications across the globe, including providing back-up power to hospitals, providing emergency power when natural disasters strike, and supporting critical infrastructure for data centers, municipalities, and more. With a rich history of more than 95 years in the electric power business, our team has world-class expertise and a proven ability to adapt to changing demands. We’re committed to providing sustainable and reliable solutions to our customers. Join our team to help build a better, more sustainable world for future generations!

Job Summary:

The Electric Power Division has an exciting opening for an Account Manager. In this role, you will oversee and coordinates all sales and various solution programs.

What you will do:
• Execute the Business Plan for Gas Sales, by pursing, developing, and closing specific new opportunities as related to the following Gas Product offerings: Standby, Prime, Continuous, Load Management/Peak shaving, Special Fuels, and Combined Heat and Power.
• Business Development with the goal for sales enablement by identifying and developing growth channels, developing commercial business models, coordinating with sales team on early demand creation initiatives to originate and develop projects. Identifying the application of products, commercial gaps, and working with internal stakeholders to close these gaps.
• Proactively promote and position Cat Gas products by influencing and working closely with consultants, developers, EPC’s, energy as a service (EaaS) providers, and end users/customers.
• Estimate Cat and competitive equipment system performance and hardware evaluation throughout the initial feasibility process. Influence customers to understand and recognize the full economic value that Cat solutions bring. Understand Energy/Power market structures, pricing mechanisms and policies that impact the customer value proposition.
• Gather and analyze competitive feedback in the region/territory to improve our understanding of value differentiation in the eyes of our customers.
• Cultivate long-term relationships with strategic partners and key accounts to support business growth. Develop, manage, and execute Key Account plans.

Degree Requirements:
• Minimum bachelor’s degree from an accredited university or college; Electrical Engineering and/or Mechanical Engineering degree preferred.
• Minimum 5 years of experience in power generation technology, i.e. reciprocating engines, gas turbines, battery storage, wind and solar. Strongest candidates will have gaseous fueled power generation experience.

• Background in energy related technology and solutions. Ability to assess impact of price, efficiencies, operational and maintenance costs, and configuration decisions for customers.
• Held prior successful roles demonstrating ability to articulate value propositions to customers.
• Experience with economic feasibility studies and lifecycle modeling with an understanding of local energy markets.
• Strong skills in the areas of collaboration, communication, and critical thinking.

What you will have:
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 Working Knowledge:
• Discusses industry-specific flagship products and services.
• Demonstrates current knowledge of the regulatory environment for industry segment.
• Currently works with a major industry segment and associated functions and features.

Business Development: Knowledge of business development tools, techniques and approaches; ability to explore and develop potential areas of business growth for the organization.
Level Working Knowledge:
• Summarizes the stages of the business development lifecycle.
• Researches approaches for exploring new business opportunities.

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 Extensive Experience:
• Acquires and retains customers in multiple settings using 'value selling' techniques.
• Coaches others on the application of 'value selling' principles and practices.
• Delivers value-added services to customers beyond delivery of a purchased product, technology or service consistently.
• Qualifies sales prospects based on a clear understanding of customer business needs and the service company's determined ability to meet those needs.

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 Extensive Experience:
• Fosters strong customer relationships via delivery on commitments, open communication, and on-going feedback/improvement.
• Advises others on creating customer focused environments in various scenarios.
• Anticipates customer needs, focusing efforts to proactively meet needs and exceed customer expectations.
• Measures and observes customer satisfaction levels to ascertain and implement service improvement alternatives.

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.
• Advises others in analyzing and synthesizing relevant data and assessing alternatives.
• Uses effective decision-making approaches

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 Working Knowledge:
• Works to achieve win-win in negotiations, rather than taking a win-lose approach.
• Focuses on issues rather than personalities.
• Uses active listening and probing techniques to surface problems, issues, and interests.
• Demonstrates a willingness to examine own position.
• Presents own position and listens attentively to position of others.

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.
• 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.

Additional Information:

Domestic relocation assistance is offered for this position.

Domestic travel up to 75% is required.

This position is located in Dallas, TX or Lafayette, IN.

Visa Sponsorship is not offered for this position.

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:
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

#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:

August 28, 2024 - September 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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