Career Area:SalesJob 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.Your Work Shapes the WorldWhether it be groundbreaking products, best-in-class solutions, or creating a lifelong career, you can do the work that matters at Caterpillar. With a 95-year legacy of quality and innovation and 150 locations in countries around the world, your impact spans the globe.When you join Caterpillar, you are joining a team of makers, innovators, and doers. We are the people who roll up our sleeves and do the work to build a better world. We don’t just talk about progress and innovation. We make it happen. And we are proud of that because it helps our customers build and power the world we live in – the roads, hospitals, homes, and infrastructure. Without a dedicated workforce, Caterpillar could not effectively meet our customer’s needs. Join us.It’s More Than a Job, it’s a Career - YouTube (https://www.youtube.com/watch?v=Wf0PVJdUOWo)Why you want the job and why it’s awesome!At Caterpillar Safety Services, we continuously improve the safety of our team members, dealership employees, and customers. In this role as an Industry Account Manager, you will report to the Business Development Manager and will be primarily responsible for generating B2B leads through marketing events such as conference presentations, keynotes, webinars, and trade shows; developing a sales pipeline of consulting opportunities across target industries; and delivering sales results.What you will do:As a Caterpillar’s Safety Service team member, you must have a growth mindset, promote continuous improvement, and help build a positive and inclusive culture. We do some of the most exciting work at Caterpillar, and we can’t wait for you to join the team!
Generate leads and sales opportunities through presentations, either electronically or in person. Candidates must be confident in front of diverse audiences, delivering capability presentations to illustrate our principles. Creatively sharing personal stories and experiences in the field gives credibility to the IAM as a salesperson and a trusted advisor.
The IAM must be disciplined in following processes and documenting lead and opportunity nurturing activities in Salesforce, our Customer Relationship Management (CRM) tool. Performance around these activities focusing on the end sales goal is the measure of success in this role. This requires attention to detail and comfort with using information systems extensively.
IAMs communicate with other members of the Safety Services team (Marketing, Product Support, Consulting, Contract Manager) daily to ensure the processes of proposal generation & delivery, consulting event execution, and follow-up are completed with excellence. The values of integrity, teamwork, commitment, and excellence are essential in IAMs to foster team success.
Support the customer consulting relationship once a contract is in place, including regular check-ins with the customer and consultant assigned. Ability to strongly collaborate with assigned consultants to best serve the customer’s needs and determine the next steps after delivering services.
Consistently demonstrate and role-model the values and behaviors expressed and taught by Safety Services - specifically Initiative, Grit, and Straight Talk. Demonstrate these values in customer-facing work and internal interactions. Recognize, through appropriate feedback, the demonstration of these values in fellow team members and customer contacts.
Travel is a regular part of the role, as you will travel to conferences, trade shows, and customer sites for marketing and sales events. Most of the travel will be within North America, with the potential of occasional overseas events.
Sales Territory & Industry Coverage
Construction, Quarry, Mining, Oil & Gas companies in the western United States and Canada
What skills you will have:Negotiation skills, building consensus, and achieving compromise.Ability to work independently, to communicate effectively, and to influence others.Needs sound commercial judgment, analytical skills, and communication skills, along with a working knowledge of the product line, and customers.Ability to work on larger scale, more complex assignments and provide direction to lower level staff on project assignments.Degree and Experience Requirement:
Bachelor’s or Master’s degree in Business Management, Environmental Health and Safety Management, Marketing, Psychology, Human Resources, Communications, or equivalent job-related experience in lieu of degree
5+ years relevant experience in the fields of practice or related industries and leadership
Top Candidates will also have:
Polished and professional presentation style, demonstrating the ability to command an audience with confidence and credibility
Exceptional human relations and interpersonal communication skills
Knowledge of business acumen and excellent negotiation skills
Ability to collaborate in a dynamic sales process
Public speaking expertise to deliver powerful thought leadership keynotes
Strong business management acumen
Certifications or experience equivalent in safety management
Ability to travel up to 25% while personally managing a healthy work-life balance
Additional information:This position requires 25% travel.Primary location of this position is Peoria, IL; Denver, CO; or Tucson, AZDomestic Relocation assistance is available.Sponsorship is not available.Closing date: 03/15/202.Employee benefit detailsOur 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 401K) along with the potential of an annual bonus.Additional benefits include paid vacation days and paid holidays (prorated based upon hire date).Final detailsPlease 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.This employer is not currently hiring foreign national applicants that require or will require sponsorship tied to a specific employer, such as H, L, TN, F, J, E, O. As a global company, Caterpillar offers many job opportunities outside of the U.S. which can be found through our employment website at www.Caterpillar.com/Careers .For more information, visit caterpillar.com. To connect with us on social media, visit caterpillar.com/social-mediaPosting Dates:March 4, 2024 - March 15, 2024Any offer of employment is conditioned upon the successful completion of a drug screen.EEO/AA Employer. All qualified individuals - Including minorities, females, veterans and individuals with disabilities - are encouraged to apply.Not ready to apply? Join our Talent Community (http://flows.beamery.com/caterpillarinc/talcom) .There’s more to work at Caterpillar than just the work itself. We hire smart, friendly people and it shows in our culture. We hold ourselves to high standards and make sure our values of integrity, excellence, teamwork, commitment and sustainability come to life in the way we work. We make sure our employees feel continuously challenged while also supported. We provide professional growth opportunities, including leadership programs. We celebrate the diversity of our team, while also working together as one Caterpillar.Our culture, like everything at our company, is made possible by each employee’s contribution. Person by person, we create the environment we work in, and we are proud of the Caterpillar we’ve built.