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Job Description
Career Area: Marketing / Sales / Product Support
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Your Impact Shapes the World at Caterpillar Inc.
Whether it be groundbreaking products, best-in-class solutions, or creating a lifelong career, you can do the work that matters at Caterpillar. With a 95-year legacy of quality and innovation and 150 locations in countries around the world, your impact spans the globe.
When you join Caterpillar, you are 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.
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At Caterpillar, we’re working to help our customers build a better world. We wouldn’t be the Caterpillar we are today without the exceptionally talented, bright and driven people who get the job done. This is your chance to help us make progress possible around the world – for our customers, for growing communities and for every member of our team. We are looking for a dynamic, organized self-starter to join our Cat Solutions and Services Division as an Industry Account Manager with Caterpillar Safety Services.
We have been on a journey to continuously improve the safety of our team members, dealership employees and our customers. We are also in the business of helping organizations in many industries build and sustain cultures of safety excellence through the facilitation of our safety leadership and culture transformation solutions (assessments, workshops, e-learning, consulting & coaching services). Caterpillar Safety Services is a consulting business that helps customers operationalize safety as a manageable business function, just like productivity and quality.
The Industry Account Manager (IAM) positively impacts workers by first inspiring change in the decision makers of customer organizations. To be successful, the IAM must first be passionate about people. We create a safer world by helping our customers identify culture and leadership gaps and then improve performance with our consultative solutions. You must gain an understanding of our principles and techniques and then deploy our sales methodology to build trust, inspire change and gain commitment of your customers. In doing so, you enable the rest of the Safety Services team to create a lasting impact within the customer’s organization.
As an IAM, you will be responsible for generating B2B leads through marketing events such as conference presentations, keynotes, webinars, trade shows; developing a sales pipeline of consulting opportunities across target industries; and delivering sales results. The Industry Account Manager will work directly with customers in the field, as well as Cat dealership personnel and Caterpillar employees. You will collaborate closely with the consulting and product support teams to deliver an exceptional customer experience that results in repeat business as well.
Sales Territory & Industry Coverage
Construction, Quarry, Mining, Oil & Gas companies in California, the Pacific Northwest, Alaska, Hawaii and Western Canada
Forestry/Paper/Lumber, Agricultural, Food & Beverage companies globally
Total Contract Value Responsibilities
$1-2M annually in closed sales, including new and repeat business
Job Duties / Responsibilities may include, but are not limited to:
Generate leads and sales opportunities through presentations, either electronically or in person. Candidate must be confident in front of diverse audiences, delivering capabilities presentations to illustrate our principles. Creatively sharing personal stories and experiences in the field gives credibility to the IAM as not just a salesperson, but a trusted advisor.
The IAM must be disciplined in following processes and documenting lead and opportunity nurturing activities in Salesforce, our Customer Relationship Management (CRM) tool. Performance around these activities with a focus on the end sales goal are the measures of success in this role. This requires attention to detail and comfort with using information systems extensively.
IAMs communicate with other members of the Safety Services team (Marketing, Product Support, Consulting, Contract Manager) on a daily basis to ensure the processes of proposal generation & delivery, consulting event execution and follow-up are completed with excellence. The values of integrity, teamwork, commitment and excellence are essential in IAMs to foster success of the team.
Support the customer consulting relationship once a contract is in place, including regular check-ins with the customer and consultant assigned. Ability to strongly collaborate with assigned consultant to best serve the customer’s needs and determine next steps after services are delivered.
Consistently demonstrate and role-model the values and behaviors expressed and taught by Safety Services – specifically Initiative, Grit and Straight Talk. Demonstrate these values in customer-facing work and internal interactions. Recognize, through appropriate feedback, the demonstration of these values in fellow team members and customer contacts.
Travel is a regular part of the role, as you will travel to conferences, trade shows and customer sites for marketing and sales events. The majority of travel will be within North America, with the potential of occasional overseas events.
Basic Qualifications:
Bachelor’s or Master’s degree in Business Management, Environmental Health and Safety Management, Marketing, Psychology, Human Resources, Communications, or equivalent job-related experience in lieu of degree
10+ years relevant experience in the fields of practice or related industries and leadership
Top Candidates will also have:
Polished and professional presentation style, demonstrating the ability to command an audience with confidence and credibility
Exceptional human relations and interpersonal communication skills
Knowledge of business acumen and excellent negotiation skills
Ability to collaborate in a dynamic sales process
Public speaking expertise to deliver powerful thought leadership keynotes
Strong business management acumen
Certifications or experience equivalent in safety management
Ability to travel up to 25% while personally managing a healthy work-life balance
Additional Information:
The primary location for this position is Peoria, IL or Tucson, AZ
Domestic relocation assistance is not available
This position may require 25% travel
Sponsorship is not available
This posting will close at midnight on May 29, 2023
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.
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 .
For more information, visit caterpillar.com. To connect with us on social media, visit caterpillar.com/social-media
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EEO/AA Employer. All qualified individuals – Including minorities, females, veterans and individuals with disabilities – are encouraged to apply.
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