Account Manager

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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.

Reporting to the MineStar Regional Sales Manager as a Technology Account Manager, you will act as the single point of commercial contact for your assigned Caterpillar Dealer. The Technology Account Manager is accountable for year-over-year (YoY) revenue and connected assets growth, including leading, generating, developing, quoting, negotiating and closing of sales for the entire MineStar Solutions portfolio of products and services, including Command for hauling.

A primary pillar of this role is the end-to-end commercial ownership of Caterpillar’s Autonomous Haulage System (AHS) sales. As a Cat-led product, you will be tasked with identifying, modeling and closing, complex autonomous solutions across both Mining and Quarry applications. This requires direct engagement with our customers, helping guide them through the profound operational and cultural shift from staffed to autonomous fleets.

The Technology Account Manager is responsible for analyzing the territory market opportunities and trends to assist in the development of the annual business plan, Dealer growth and development plans, new market development and marketing plans. You will work together with commercial support and product teams to develop commercial offers and programs. Additionally, you may be involved in trade and customer association events as well as other activities to assist in the execution of the product strategy.

Job Duties:

• Develop sophisticated financial models and Total Cost of Ownership (TCO) analyses to prove the value proposition of AHS and MineStar in diverse mining and quarry environments.

• Manage sales variance and support budgets while building sophisticated financial engagement models for multi-million dollar technology contracts.

• Understand mining customer buying behaviors and needs.

• Regularly monitor and report accurately on progress and results through the use of Salesforce CRM online tool.

• Participate in monthly forecast review meeting.

• Analyze new markets, competition, and economic & industry trends within the assigned territory.

• Deep knowledge of the Australian mining and quarry market dynamics, including established relationships with key industry players.

• Actively engage in business development and initiate product certification requests

• Actively engage and carry out dealer development activities.

• Conduct/participate in customer/dealer training events and application support from field and dealers.

• Execute commercial programs and campaigns within the territory, including the commercial aspects of technology hardware and software upgrades.

• Provide input, including Voice of Customer and Voice of Dealer, to Mining Technology teams to determine industry solutions and marketing strategy

• Establish and monitor policies and guidelines for the project to ensure specific, management goals are met and desired results are achieved.

Top Candidate qualifications:

• Prior experience with and a deep knowledge of the MineStar technology portfolio

• Extensive experience in the MineStar technology portfolio and the commercial deployment of Autonomous Haulage Systems (AHS).

• Experience in growing and managing opportunities with a pipeline greater than USD $50M

• Awareness of and involvement in the MineStar deployment and implementation phase

• Strong understanding of the Australian mining-market dynamics and environment

• Sound commercial and business judgment, analytical skills, leadership skills, and communication skills.

• Proven ability to operate as a self-starter in high-stakes field environments, with the credibility to influence C-suite stakeholders at both the Dealer and Customer levels.

• Understanding of mining technology and the value created by the solutions in this space

• Dealer/Channel management experience.

• Business development experience (new markets).

• A well-developed perspective/understanding of mining customers' business needs.

• Ability to work independently in the field in a fast-paced environment.

Other:

• This position requires working onsite five days a week.

• The primary location for this position is Brisbane, or Newcastle

• Travel requirements may be up to 50%

Caterpillar of Australia is not currently hiring foreign national applicants that require or will require sponsorship. Domestic relocation assistance may be considered.

Posting Dates:

Caterpillar is an Equal Opportunity Employer. Qualified applicants of any age are encouraged to apply

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