Location: Solihull, United Kingdom
Date Posted: Apr 7, 2021
Closing Date: Apr 22, 2021
Job Title: Account Manager
Location: United Kingdom
Salary: Competitive dependent on experience
Benefits: 12% bonus, share scheme, pension, employee assistance programme, 25 days annual leave plus bank holidays
Hours: Full Time – 37.5 hours a week
Travel: Up to 40%
Relocation/ Sponsorship: No
Flexible working arrangements will be considered for this role, in-line with the needs of the business.
For more than 90 years, Caterpillar Inc. has been making sustainable progress possible and driving positive change on every continent. Customers turn to Caterpillar to help them develop infrastructure, energy and natural resource assets.
With 102,300 employees and 2019 sales and revenues of $53.8 billion, we are the world’s leading manufacturer of construction and mining equipment, diesel and natural gas engines, industrial gas turbines and diesel-electric locomotives. Our company principally operates through its three primary segments - Construction Industries, Resource Industries and Energy & Transportation - and also provides financing and related services through its Financial Products segment.
We are a Fortune 100 corporation with 110 production facilities of which 60 are located outside the US, and we have 165 dealers serving customers in 191 countries. In 2019, we were named to the Dow Jones Sustainability Indices (DJSI), including both the World and North America indices. This marks the 20th time Caterpillar has been included in the DJSI.
For more information, visit www.cat.com and www.caterpillar.com.
Energy and Transportation
The Energy & Transportation business segment is primarily responsible for supporting customers using reciprocating engines, turbines, diesel-electric locomotives, integrated systems and solutions, and related parts across industries serving oil and gas, power generation, industrial and marine applications as well as rail-related businesses.
Electric Power Division (EPD)
The Electric Power Division has manufacturing locations with thousands of employees. We design, build, and deliver electric power generation products and solutions under the Cat, MWM, FG Wilson and Olympian brands.
Based in the United Kingdom, FG Wilson supplies diesel generator sets. With over 50 years’ experience in the genset and power generation industries and product line ranging from small ready-to-run generator sets to large power systems with custom features to meet customer needs, FG Wilson has a strong brand reputation and market identity globally.
This position is pivotal to helping the FG Wilson team meet their Aftermarket growth targets. In this role, you will work closely with our dealers, parts operations, marketing and sales teams to create and execute aftermarket growth plans; responsible for managing and growing designated dealer and direct customer aftermarket accounts, day to day dealer support for aftermarket products and services and developing and implementing strategies, processes, tools and initiatives to increase parts and service sales to FG Wilson dealers and direct customers.
Aftermarket sales and day to day management
Work with dealers to deliver parts / aftermarket services revenue and OPACC targets.
Provide monthly forecasts and yearly long-term forecast based on demand supported by market analysis, sales trends and economic conditions.
Develop and own dealer aftermarket growth plans and account strategies.
Track KPIs or develop KPIs as needed to monitor parts delivery / dealer / revenue / OPACC performances, recommend appropriate actions and lead associated initiatives.
Coordinate with parts operations team to ensure on-time delivery of parts.
Work with regional sales managers on aftermarket opportunities for projects / bids.
Act as an escalation point for aftermarket / dealer related commercial issues such as parts delivery, pricing, issue reporting. Work cross-functionally to lead the resolution of these issues.
Aftermarket growth opportunity development
Identify revenue and profit opportunities within the Electric Power market for selling parts and aftermarket services including classic opportunities such as customer service agreements, Parts, Fluids, Filters, etc., but also includes identifying new untested opportunities that enhance the customer experience and lower operating costs.
Partner with regional sales teams to create ‘winning bids’ through competitive genset-aftermarket proposals.
Working with technical teams, dealers and sales teams, identify product opportunities in the aftermarket space.
Work with the dealers and FG Wilson marketing team to develop and execute marketing strategies based on growth plans.
Develop marketing programs to encourage the uptake of FG Wilson provided parts and aftermarket services. This includes leveraging existing sales and marketing providers, but also includes developing low cost, high speed methods for marketing our aftermarket offerings.
Candidates will have gained the following skills and experience through previous roles:
• Sales experience - Essential to have B2B selling experience (at least 2 years). Advantageous to have dealer
management experience but not critical.
• Excellent written and oral communication skills, including the ability to develop presentations for senior
• Strong business acumen and associated skills.
• Ability to build effective relationships.
• Proven experience with managing internal & external relationships with multiple disciplines.
• Influence without authority.
• Proven project management skills.
• Developing account plans.
• Develop annual forecast / demand plans.
• Willing to take risks to develop new products and services to deliver growth.
• Creative problem solving.
TOP CANDIDATES MAY ALSO HAVE:
• Electric Power / genset market experience.
• Solid understanding of Genset and Systems products and components
• Dealer management and / or distributors operations experience.
• Aftermarket sales / commercial experience.
• Contract negotiation.
Caterpillar is an Equal Opportunity Employer (EEO).
The panel cannot make assumptions when shortlisting therefore please demonstrate your qualifications and experience on your CV relevant to the criteria outlined.
Pending the number of applications, the criteria for the position may be enhanced to facilitate shortlisting.
Not ready to apply? Submit your information to our Talent Network here.