Account Manager (Gas Turbine)

Career Area:

Job Description:

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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.

Customer Services Account Manager (CS AM) Reports to: Area Sales Manager Customer Services

Job Location: District Office - Indonesia (Jakarta)

Responsible for the sale of all Customer Services Products and Services within an assigned geographic area and for specific customer accounts. Working closely with the Area Sales Manager, prepares commercial and technical proposals and represents the company in negotiations with Solar’s customers. Coordinates with Project Application Engineering (PAE), Customer Services, Construction Services, Contracts and Finance departments, as well as others to respond to customer needs, to finalize the contract or purchase order, and meet customer expectations.

Nature and Scope
The Account Manager reports to the Area Sales Manager and closely cooperates with the District Service Manager as well as more experienced Account Managers in the region and assures that all work product complies with company policies and procedures and is in concert with Customer Services’ overall sales strategy.

Applies general knowledge of Customer Services products and services to identify sales opportunities and propose solutions for how these products best meet Solar’s customers needs, as part of consultative selling.

Develops, communicates, and executes a sales project or customer specific sales strategy, with guidance from Area Sales Manager. Develops individual sales plans to meet targets and to assure customer satisfaction. Develops plans for customer calls, technical presentations, and customer entertainment.

Attends industry conferences to establish contacts and to keep up to date with the technology. Works closely with Area Sales Manager to identify priorities, competitive threats, potential to deliver to customer expectations, pricing, challenges, opportunities, etc.

Works closely with the PAE organization to prepare professional proposals that provide a complete solution with the value proposition clearly illustrated.

Responsible for complete definition of booked products (or projects) and ensures a smooth transition and handover to execution organization in conjunction with sales support groups.

Responsible for the relationship management of the assigned customer account with detailed knowledge of the customer account business planning, applications and procurement procedures.

Principal Accountabilities
Capture bookings to meet the sales plan and forecast for the assigned accounts to achieve targets/plans established by the Area Sales Manager. Plans all of the actions necessary to meet objectives.

Manages customer interface and on-going relationships to ensure customer satisfaction. Assures all technical products and services are delivered to meet customers’ needs.

Continually refreshes knowledge about the details of the client’s business to fully understand and identify which applications would benefit the customer from Solar’s aftermarket products and services.

Responsible for keeping current on competitor technical and commercial developments, and tactics. Provide market feedback and defend the aftermarket from competitive threats.

Ensure sound proposal and purchase order definition so that offerings and contracts are in compliance with all company policies. Understand contractual obligations and Terms and Conditions to manage Solar’s business risk.

Coordinates suitable customer engagement strategies in collaboration with Corporate Account Managers.

Pricing accountabilities are required in the areas of price realization, SOX compliance, pricing authority delegation, and market pricing feedback.

Develops accurate forecasting by providing input into the 30-60-90, 12 month, and long-term forecasting processes.

Transacts all company business in compliance with Our Values in Action.

Builds trust with the customers and with colleagues by demonstrating Solar's commitment to integrity in all business transactions. For international locations, manages business in accordance with the Foreign Corrupt Practices Act. For regions with Sales Representatives, manages the working relationship
with these representatives, and provides the information and support for mutual success.

Qualifications:
Requires a minimum of a Bachelor degree in engineering or equivalent, and at least three years experience in related engineering assignments, preferably with turbomachinery applications.

Must demonstrate general knowledge of turbomachinery principles and theory, mechanical and electrical engineering and applications related to our business.

Must have sufficient knowledge of Oil and Gas and Power Generation markets and turbomachinery applications.

Requires good understanding of Solar’s Customer Services organization and its internal processes.

Must have excellent oral and written communication skills with the ability to express themselves clearly in a variety of communication settings and styles.

Requires experience preparing and delivering proposals and strong presentation skills.

Leadership skills are required; in order to identify and secure resources necessary to prepare proposals, deliver on commitments and to influence the customer to purchase Solar’s aftermarket products.

Negotiation skills are required along with the ability to represent the company positively and with confidence.

Must demonstrate the ability to interface cross culturally as well as cross functionally. For international assignments, depending on the particular market, fluency in the local language could be mandatory.

Additional Information:

Solar Turbines is not currently hiring individuals for this position who now or in the future require sponsorship for employment visa status; however, as a global company, Solar Turbines offers many job opportunities outside of Australia, which can be found through our employment website at 

Solar Turbines is an EEO/AA Employer. All qualified individuals – including minorities, females, veterans, and individuals with disabilities – are encouraged to apply.

Relocation is not available for this position.

Any offer of employment is conditioned upon the successful completion of a drug screen (as applicable).

Posting Dates:

Caterpillar is an Equal Opportunity Employer (EEO).

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