Account Manager - Electric Power

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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 is seeking a Key Account Manager to join our team and lead strategic account development efforts across priority customer segments. This role is responsible for identifying and developing new customer opportunities, building trusted relationships with end users and influencers, and engaging Caterpillar dealers to convert opportunities into booked business.

This position is not a direct selling role. Instead, the Key Account Manager acts as a technical and commercial expert, customer advocate, and orchestrator—bringing together Caterpillar capabilities, dealer resources, and partner networks to solve customer energy challenges using generator sets and integrated electric power solutions.

The ideal candidate brings strong generator set and power systems expertise, deep experience working with customers and dealers, and the ability to influence decisions early in the project lifecycle.

What you will do:

• Identify, qualify, and develop new customer opportunities across target segments, with an emphasis on early engagement and demand creation.

• Develop and execute Key Account Plans, including account strategies, stakeholder mapping, opportunity tracking, and long-term growth plans.

• Establish and maintain high-level relationships with customer decision makers, consultants, developers, EPCs, and other influencers who shape power system specifications and purchasing decisions.

• Advise customers on power generation solutions.

• Work closely with Caterpillar dealers to align on account strategies, clarify roles, and ensure seamless coverage from opportunity identification through deal closure and support.

• Maintain clear communication across product, industry, dealer, and customer stakeholders to build alignment and momentum.

• Capture customer feedback and competitive insights to improve Caterpillar’s value proposition and account strategies.

What you will have:

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 Working Knowledge:

• Applies an assigned technique for critical thinking in a decision-making process.

• Identifies, obtains, and organizes relevant data and ideas.

• Participates in documenting data, ideas, players, stakeholders, and processes.

• Recognizes, clarifies, and prioritizes concerns.

• Assists in assessing risks, benefits and consideration of alternatives.

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 Working Knowledge:

• Delivers helpful feedback that focuses on behaviors without offending the recipient. Caterpillar: Confidential Green

• Listens to feedback without defensiveness and uses it for own communication effectiveness.

• Makes oral presentations and writes reports needed for own work.

• Avoids technical jargon when inappropriate.

• Looks for and considers non-verbal cues from individuals and groups.

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 Working Knowledge:

• Participates in orchestrating and coordinating a team sale.

• Uses proper resources for the day-to-day support of existing clients.

• Analyzes the sales history and current activity for a specific account.

• Coordinates with internal support functions to meet unique client needs.

• Provides account management support to a specific customer or account.

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.

Basic Qualifications:

• Bachelor’s degree in business or a related engineering field from an accredited university or college; Electrical Engineering and/or Mechanical Engineering degree preferred.

• Minimum 5 years of experience in power generation technology with emphasis on generator sets and power system applications.

• Prior experience working directly with customers or distributors in an account management, technical sales, or business development role.

• Ability to communicate complex technical concepts clearly to non-technical and executive audiences.

Top candidates will have:

• Broad business background combined with strong technical expertise in power generation systems.

• Prior field, dealer, customer, or application engineering experience.

• Demonstrated success influencing customers and partners without direct selling authority.

• Strong collaboration, relationship-building, and problem-solving skills.

• Comfortable working across regions, cultures, and organizations to align diverse stakeholders.

Additional Information:

• This position is located in Irving, TX.

• Domestic travel up to 30-50% is required.

• Domestic relocation assistance is offered for this position.

• Visa sponsorship is not offered for this position.

• This position requires the candidate to work a 5-day-a-week schedule in the office.

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

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Summary Pay Range:

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

Posting Dates:

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.

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