Senior Global Accounts Manager - Aftermarket

We have an excellent opportunity for you to join our team as an Aftermarket Senior Manager – Global Accounts .  In this role you will guide the day-to-day operations of an aftermarket account manager team that collaborates with key dealers and select global Construction Industries (CI) segment customers to achieve business goals and ensure effective resolution of all issues raised by the customer. 

What you will do:  

• Manage and direct a team of six (6) Account Managers to achieve sales and profit goals, including sales variance while ensuring that customers receive an exception service experience. 

• Grow Services and Integrated Procurement with designated managed account portfolio.

• Execute key aftermarket initiatives (i.e., business cases, demand planning, contracts, connectivity) with business partners for designated accounts. 

• Guide the development and maintenance of Managed Accounts insights and track Aftermarket KPIs by account corporately. 

• Partner with Account Directors, Region, and Industry Managers to identify and track Aftermarket KPIs. 

• Facilitate and support consistent, equitable aftermarket commercial support. 

• Provide leadership and guidance on the communication of Caterpillar suggested consumer parts price changes to CI Global accounts and manage escalations when required. ​

• Collaborate with dealers to clarify and understand their CBI (cost build-up index) for designated managed account portfolios. 

• Develop and maintain effective internal partner relationships and relationships with managed account managers, dealers, and customers to achieve parts sales growth. 

• Provide leadership for account teams development and execution of managed account strategies and activities for named accounts including Aftermarket Account Plans for designated accounts. 

• Develop and implement strategies for managed account customers as well as a secure commitment of Caterpillar and Dealer resources to assure continued customer satisfaction. 

• Function as a consultant to various departments within Caterpillar including, but not limited to, GCI (Global Construction and Infrastructure), CISD (Construction Industries Services Division), parts pricing team, regarding the direction and strategies for the aftermarket with managed accounts. 

• Ensure account decision-makers are fully exposed to features and benefits available from Caterpillar aftermarket products, dealers, and marketing before finalizing purchasing decisions. 

• Provide counsel and governance to regional teams on the construction and execution of customer-specific agreement

What you will have  

• Customer Focus: You will use your knowledge of the values and practices that align customer needs and satisfaction as primary considerations in all business decisions and leverage that information in creating customized customer solutions that help to drive aftermarket and services growth and meet business objectives. 

• Decision Making and Critical Thinking: You will use your expertise in the decision-making processes and associated tools and techniques to analyze situations and reach productive data-based decisions. 

• Negotiating:    You will leverage your deep knowledge experience using successful use of negotiation concepts and techniques to collaborate with dealers, customers, and Caterpillar internal partners in a constructive and collaborative manner.

• Relationship Management: You will exhibit relationship management techniques to establish and maintain healthy working and collaborative relationships with customers, dealers, and internal Caterpillar partners. 

• A bachelor’s degree from and accredited college or university or equivalent role relevant experience; an advanced degree is preferred.   

• 15 or more years of progressively responsible and broad experience in the sales, marketing, and product support related disciplines.  

• Previous productive experience driving aftermarket sales and marketing with an OEM and/or service provider is critical to being successful in this role.

• Deep background in the aftermarket business (including familiarity with customers’ business drivers, KPIs and metrics) as well as a thorough understanding of commercial practices and dealer operations.   

• Proven leadership skills including strong interpersonal and communication skills where you have demonstrated your ability to effectively deal with sensitive issues, develop others, or persuade others inside and outside the department to take specific actions. 

Additional Details:

• Location: Peoria, IL

• Travel:  50%

• Relocation assistance is available for this position. 

• Visa sponsorship is not available for this position. 

• ISE assignment is not available for this position. 

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 Pension) 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  www.caterpillar.com/social-media .”