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 Caterpillar Oil & Gas Division
Caterpillar's Oil and Gas Division (COGMD) provides superior products and service solutions to make our customers more efficient and lower the total cost of ownership. Globally, we deliver engineered oilfield products, equipment repair and field engineering services & solutions. Join our award-winning marketing team and help build solutions that change the industry.
About the role:
We are seeking to fill the Senior Account Manager - Power Generation role, based in Houston, TX, with a candidate who can effectively lead, grow and manage our presence in the oil and gas distributed power generation market as well as support power generation solution development with our Midstream and E&P oil and gas customers.
What you will do:
Following organizational policies and procedures and maintaining clear and direct line of communication within the organization to meet customer requirements.
Consult with dealers and internal business partners on the subject of sales and service support of product to "corporate account" customers.
Designing processes for informing customer of rates, shipping date, anticipated delays and any additional information needed by the customer.
Working directly with customers to collect information, sell additional products and services to current customers, and ensure customers' needs are met.
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 Extensive Experience:
Facilitates creation of the 'right' products and services to resolve customer business issues.
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.
Communicates and models the criticality of customer focus as an organizational strategy.
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.
Describes the contribution of own function as it relates to the industry segment.
Participates in major industry professional associations; subscribes to industry-specific publications.
Currently works with a major industry segment and associated functions and features.
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.
Assesses and validates decision options and points and predicts their potential impact.
Advises others in analyzing and synthesizing relevant data and assessing alternatives.
Uses effective decision-making approaches such as consultative, command, or consensus.
Ensures that assumptions and received wisdom are objectively analyzed in decisions.
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:
Reviews others' writing or presentations and provides feedback and coaching.
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 Extensive Experience:
Ensures negotiators have awareness of complementary yet diverse interests.
Successfully completes significant negotiations, both internal and external.
Details the risks of negotiation breakdown from each party's perspective.
Protects own position, while demonstrating willingness to achieve win-win.
Identifies similarities and differences in position and assesses impact on discussions.
Detects and addresses lack of progress or a stalemate.
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.
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.
Empowers others to establish collaborative, healthy relationships.
Account Management: Knowledge of account management; ability to manage day-to-day activities, providing
services and support to existing clients.
Level Extensive Experience:
Evaluates demographics, trends and issues affecting specific markets and customers; makes recommendations accordingly.
Trains others on the many aspects of managing existing customer accounts.
Teaches others how to use advanced technologies and tools for account management.
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 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.
Solicits feedback from the customer community as a valued service provider.
Teaches and coaches 'value selling' to others within the organization.
Additional Requirements:
Bachelor's Degree
Additional information:
Relocation is offered for this position
Sponsorship is not available for this position
Summary Pay Range:
$144,960.00 - $217,320.00
Compensation and benefits offered may vary depending on multiple individualized factors, job level, market location, job-related knowledge, skills, individual performance and experience. Please note that salary is only one component of total compensation at Caterpillar.
Benefits:
Subject to plan eligibility, terms, and guidelines. This is a summary list of benefits.
Medical, dental, and vision benefits*
Paid time off plan (Vacation, Holidays, Volunteer, etc.)*
401(k) savings plans*
Health Savings Account (HSA)*
Flexible Spending Accounts (FSAs)*
Health Lifestyle Programs*
Employee Assistance Program*
Voluntary Benefits and Employee Discounts*
Career Development*
Incentive bonus*
Disability benefits
Life Insurance
Parental leave
Adoption benefits
Tuition Reimbursement
These benefits also apply to part-time employees
This position requires working onsite five days a week.
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:
July 18, 2025 - July 31, 2025
Any offer of employment is conditioned upon the successful completion of a drug screen.
Caterpillar is an Equal Opportunity Employer, Including Veterans and Individuals with Disabilities. Qualified applicants of any age are encouraged to apply.
Not ready to apply? Join our Talent Community (http://flows.beamery.com/caterpillarinc/talcom) .
