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Major Account Manager

Location: Beijing, 11, China
Date Posted: Sep 5, 2019

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Job Description

Description

JOB PURPOSE:  This position will be responsible for developing strategic relationships with the largest national oil company in China. The incumbent will generate and develop new leads for Oil &Gas prime product sales, support new promotional programs for aftermarket growth, create solution-based sales strategies, facilitate corporate level leaders’ meetings, and provide world-class customer support.  A key piece of this role will be “quarterback type” of go-to person with a high focus on PINs growth for prime power in key segments and POPS-C growth with target oilfield end users.    


 

JOB DUTIES:

• Develop and implement strategic sales plans focused on growing Oil & Gas business. (Understand the account inside and out) • Analyze and review sales trends by region and identify opportunities and threats • Develop trusting and productive relationships with channel partners • Expand our business into new markets and focus on ways to expand into new areas • Analyze territory opportunities and discover customer needs.  • Develop and implement strategic relationships with key decision makers    • Create solution-based sales strategies   • Lead Annual Line Review Process-understands and drives Business planning process; delivers complete Category plan leveraging Category/Consumer understanding and insights to drive strategies/initiatives within budget. • Negotiates, develops and maintains all customer contracts and partnership agreements. • Tracks and Reports on competitors' influence within the customer base and develops a plan to counter their influence within that base.  • Develops and maintains relationships with key merchandising, marketing and sales personnel in assigned accounts. Including: sales meetings, new product presentations and trade shows. • Manage account and all aspects surrounding the sale of products, including monitoring sell through, writing sales call reports, analyzing and measuring performance and trends, preparing performance and other reports.  • Manage collaborative planning efforts with key accounts to drive accurate forecasts and maximize operational results • Performs other duties as assigned.


Qualifications

BACKGROUND/EXPERIENCE:


Understand how to work with SOE or NOC companies; engineering background; must understand basic engine knowledge and oilfields customers & application etc.; understand CAT business model.

 

 

Basic Qualifications:

Bachelor’s degree in Business Management, Marketing or related field OR 5 years related experience working in a similar environment; MBA with engineering background is more preferred • Requires 5~8 years of Sales experience with exposure to SOE companies, OEMs, or large national oil companies with solid performance• Excellent interpersonal communication skills internally and externally, including English-Chinese writing and translation etc.• Ability to travel 50%

 

Additional Qualifications

• Ability to influence, lead and gain alignment of internal and external business partners.  • Ability to effectively communicate with senior leaders at the customer level and internally • Demonstrated ability to implement strategic sales plans focused on growing sales and achieving profitability and budget goals. • Proven ability to overcome obstacles and provide creative and successful sales solutions • Demonstrated ability to build executive relationships and sell strategically to large retail accounts • Strong Customer knowledge & understanding • Proven business planning, budgeting and P&L skills • Consultative/Solution selling • Effective time management skills   • Strong presentation and communication skills, both verbal and written • Proficiency with Microsoft Office Suite - Word, Excel, Outlook, and PowerPoint  • Ability to adapt to changing environment • Strong analytical, critical thinking and problem solving skills • High-energy self-starter as well as collaborative team player.


Caterpillar is an Equal Opportunity Employer (EEO)

EEO/AA Employer. All qualified individuals - including minorities, females, veterans and individuals with disabilities - are encouraged to apply.
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Job Info

Sep 5, 2019

190006ZO

China