Global Accounts General Manager

Job content

Career Area:

Marketing / Sales / Product Support

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 $59.4 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.

Job Description:

The Global Accounts General Manager leads a global team of skilled professionals responsible for all aspects of account management for large surface and underground Global Construction and Quarry customers (Caterpillar’s very largest customers), including: setting the vision for the accounts, strategy development, strategy execution, driving innovation, global relationship management, and alignment between Cat worldwide marketing and product business units; providing direct worldwide support to Caterpillar Regions, marketing companies and dealers in the sale and after-market support of CI equipment.

This role ultimately ensures a legacy where Caterpillar’s largest customers in the world have higher PINS, POPS, sales, OPACC, customer satisfaction and loyalty. It is also the only role that ensures equitable treatment across the customers in the Global Accounts portfolio.

Job Duties:

Reporting directly to this position are managers who lead teams of Global and Regional Account managers and a Business Support Team (charged contractual negotiation and administration). These Account Manager teams develop and maintain effective relationships with these major customers so that sales and growth objectives can be achieved. The position is responsible for management of the CI Global customer accounts and includes the leadership of team members, dealers and customer locations worldwide.

This leader is responsible for leading a team who negotiates complex, multi-year agreements signed by Caterpillar and Customer executives. These negotiations can last two years or more and will be negotiated with the industries best supply chain/procurement professionals.

This position must be able to find mutually beneficial solutions with the customers to drive Caterpillar sales and services revenue and OPACC growth. Once an agreement is reached, this team ensures commitments are executed per the contract, manages major equipment transactions, and drives consistency for customers on a worldwide basis so that Caterpillar risk is managed appropriately.

The team supports Caterpillar industry teams in the achievement of business plans; responsibilities include assuring the proper commercial package is structured between the dealer, marketing companies and other product groups to assure the business is obtained at acceptable financial returns for all parties. This is accomplished through effective development and management of strategies, creative packaging of appropriate financing and product support terms and the resolution of availability/order board issues.

The team manages the corporate relationship with key large global accounts with hundreds of sites globally. Direct corporate contacts are developed yielding a deeper understanding of customer business processes and future plans. This position establishes high-level relationships with key customers (up to the CEO level) business decision makers and identifies business needs and problems.

This leader develops, executes and manages go-to-market strategies for key customers, and leads the team that develops and executes these account strategies for specific accounts. This team acts as a consultant to Construction Industry Region teams within Caterpillar to ensure the direction and account strategies are executed. Consults with dealers and districts on the subject of sales and service support of product to Global Account customers, to ensure customer satisfaction is maintained. The position develops and implements market strategies and securing commitment of Caterpillar and Dealer resources to assure continued customer satisfaction.

Typical internal stakeholders include the various high-level positions of Product Manager, Region Manager, General Manager, Director, and frequently Executive Office personnel to resolve high tension customer issues. External contacts include Dealer General Managers, Vice Presidents and Dealer Principals, as well as Customer General Managers and top Executives.

This position confronts very complex issues or problems - with Caterpillar executive awareness - that require careful analysis and diagnosis. Problems are often unique, and solutions can require original approaches. Leads team that is held accountable for managing PINS for Global Account customers, collecting and validating Global Account customer forecasts, ensuring incentives and benefits received are according to the agreement and, most importantly, ensuring the rewards and incentives received by customers are appropriate relative to their peers.

This position is also responsible for leading team that manages and executes Continuous Improvement, Operations and Product Support goals and targets with Global Account Customers.

This position travels extensively globally. This position may also be responsible for performing other job duties occasionally as assigned.

Required Background And Experience:

• Requires 20+ years of progressively responsible and broad experience in the sales/marketing/product support disciplines along with several years in equipment 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 equivalent experience and Graduate Degrees are preferred.
• Requires strong product/application background (including familiarity with customers’ business drivers, KPIs and metrics) as well as a thorough understanding of merchandising programs and dealer operations.
• Requires proven “leader of leader” managerial skills along with good human relations and communications skills; excellent interpersonal skills are required in order to deal with sensitive issues, develop others, or persuade others inside and outside the department to take specific actions.
  
  

Location:

This position will be based in Geneva, Switzerland.

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

Caterpillar is an Equal Opportunity Employer (EEO).

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