Account Manager

Overview

As an Account Manager in Caterpillar’s IPSD OEM Direct Sales team, you will cultivate and grow strategic OEM relationships to drive profitable revenue and market share. You will align customer needs with business strategy and coordinate across engineering, product, and operations to deliver value. The role focuses on executive engagement, pricing discussions, and cross-functional collaboration to sustain customer satisfaction. This is an opportunity to shape long-term growth with key partners in a global leader focused on sustainable solutions.

Pay / Benefits

• 25 days annual leave + bank holidays
• 625pcm cash car allowance
• up to 18% bonus
• pension scheme with Caterpillar contribution up to 10%
• employee share scheme with 50% match
• flexible benefits (health and dental care, EV car lease, holiday purchase)

Responsibilities

• Own and develop strategic relationships with key OEM accounts as the primary commercial contact
• Create and execute growth strategies to increase revenue, market share, and long-term customer value
• Lead commercial negotiations, including pricing, business cases, and contracts
• Coordinate cross-functional teams to support customer requirements
• Manage executive-level engagement with senior customer stakeholders
• Identify and pursue new business opportunities (product expansion, share gain, competitive displacement)
• Represent the voice of the customer internally to ensure requirements are acted upon
• Lead issue resolution and escalation for commercial, technical, and operational challenges
• Provide market, competitor, and customer insights to support strategic planning
• Drive customer satisfaction, retention, and loyalty through proactive account management

Key requirements

• Extensive experience in relationship management, negotiations, and account management
• Strong understanding of value selling and customer-focused solutions
• Ability to lead cross-functional collaboration and strategic discussions
• Knowledge of the engine product landscape (Perkins and Caterpillar) and related market dynamics
• Proven ability to drive growth and profitability through strategic account management
• Effective communication and executive stakeholder management
• Analytical decision-making and critical thinking
• Experience in pricing discussions and commercial negotiations

• Intellectually curious
• Cross-functional collaboration
• Strong commercial acumen
• Value selling
• Negotiation
• Account management

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