Sales Account Manager-Power Generation

About this role

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.

Oversees and coordinates all sales and various solution programs of new turbomachinery systems, balance of plant and aftermarket services as part of initial new project sales within an assigned geographic area and for specific customer accounts. Directs resources in various areas to respond to customer needs, to finalize the contract or purchase order and meet customer expectations.

What you will do: •  Capture bookings to meet the sales plan and forecast for the assigned accounts to achieve targets/plans. •  Applies knowledge of turbomachinery products and services in the Power Generation market to identify sales opportunities, propose solutions, and to convince customers that the company’s products are differentiated in the market and that Solar Turbines is the best partner to meet their long-term needs. •  Develops a sales plan and forecast for assigned territory to support companywide goals and strategies. •  Manages client relations, develops new contacts, markets, and applications. Manages customer interface and on-going relations with clients to assure all technical services are delivered as expected to assure the next sale, and to assure the company delivers to customer expectations. •  Ensures all activities to fulfill contracts are in compliance with all company policies.

Degree Requirement Degree or equivalent experience desired

What you will have: 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 Expert: •  Provides customer focused vision, strategy and leadership that exceeds customer expectations. •  Persuasively articulates the link between customer focus and enhanced business success to stakeholders. •  Consults with senior executives regarding critical success factors and details to being a customer focused organization.

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 Extensive Experience: •  Compares and contrasts the latest developments and emerging issues in the industry. •  Assesses how regulatory and reporting requirements apply to own organization. •  Explains the development of industry segments - trends, consequences, key issues.

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. •  Assesses and validates decision options and points and predicts their potential impact. •  Uses effective decision-making approaches such as consultative, command, or consensus.

Effective Communications: 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. Level Extensive Experience:  •  Adapts documents and presentations for the intended audience. •  Demonstrates both empathy and assertiveness when communicating a need or defending a position. •  Communicates well downward, upward, and outward. •  Employs appropriate methods of persuasion when soliciting agreement. •  Maintains focus on the topic at hand.

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 Expert: •  Advocates a win-win approach to negotiating. •  Explains appropriateness of using adversarial negotiating versus joint problem-solving techniques. •  Overcomes resistance to the negotiation process. •  Negotiates complex matters involving multiple parties.

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. •  Participates in negotiating the terms of the business relationship. •  Maintains productive, long-term relationships with clients or vendors. •  Creates opportunities to educate support teams on client priorities.

Account Management: Knowledge of account management; ability to manage day-to-day activities, providing services and support to existing clients. Level Extensive Experience: •  Anticipates the needs and preferences of key players at relevant customer accounts. •  Advises on the appropriate solutions to complex customer accounts problems. •  Collaborates with the customer on large account activities and monitors customer satisfaction.

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 Expert: •  Delivers bottom-line proof with credible third-party validation that proposed solutions deliver benefits of greater value than the competition. •  Researches customer's industry, strategies, environment and plans to suppor

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