Account Manager

Career Area:

Job 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.

About EPD:

Caterpillar's Electric Power Division (EPD) offers integrated solutions, parts, and services to meet the needs of our various commercial and industrial electric power customers. EPD supports a wide range of customer applications across the globe, including providing back-up power to hospitals, providing emergency power when natural disasters strike, and supporting critical infrastructure for data centers, municipalities, and more. With a rich history of more than 95 years in the electric power business, our team has world-class expertise and a proven ability to adapt to changing demands. We’re committed to providing sustainable and reliable solutions to our customers. Join our team to help build a better, more sustainable world for future generations!

Job Summary:

The Account Manager supports achievement of business objectives by managing customer relationships, driving account growth, and delivering exceptional customer service. Serves as the primary point of contact for assigned accounts, channel partners, and dealers, coordinating all sales and account management activities throughout the customer lifecycle.

Additional Information:

• This position is located in Kennett Square, PA.
• Domestic travel of 25% up to 50% is required to support customer meetings, partner engagement, industry events, and business development activities.
• Domestic relocation assistance is not offered for this position.
• Visa sponsorship is NOT offered for this position.
• We’re back! All roles at Caterpillar Inc. report on-site 5 days per week

What You Will Do

• Manage a portfolio of assigned customers, channel partners, and dealers.
• Expand existing customer relationships by identifying opportunities for additional products and services that drive organic account growth.
• Develop and maintain strong relationships with customers and business partners to support long-term retention and satisfaction.
• Own the customer lifecycle from pre-sales and onboarding through ongoing account management, renewals, and customer success activities.
• Monitor account performance and customer satisfaction, proactively addressing issues and identifying improvement opportunities.

• Help define and pursue target opportunities with prospective and new customers.
• Support sales strategies and customer success campaigns designed to increase customer engagement and retention.
• Maintain and manage a pipeline of prospective, active, and former accounts.
• Assist in the development of sales enablement and account management tools.
• Facilitate product demonstrations, customer communications, and solution presentations.
• Prepare commercial documentation including contracts, service orders, renewals, amendments, and addendums.

• Consult with dealers, channel partners, and internal business stakeholders on sales and service solutions that meet customer needs.
• Coordinate customer communications regarding products, services, pricing, implementation, and ongoing support.
• Collaborate cross-functionally to deliver a positive customer experience and achieve business goals.

What You Will Have

Degree Requirement

Bachelor’s degree in business, marketing, engineering or a related field.

• Experience in account management, business development, customer success, or consultative sales.
• Strong relationship management, communication, negotiation, and customer service skills.
• Ability to analyze business opportunities and make recommendations that support short-term and long-term growth objectives.
• Understanding of distributed energy, deregulated energy markets (PJM, ISO-NE, MISO, etc.), investor-owned utilities (IOUs), and regulated utility environments.
• Demonstrated ability to apply value-selling techniques and develop customer-focused solutions.

Customer Focus

• Builds strong customer relationships and delivers solutions that align with customer business objectives.
• Proactively identifies opportunities to improve customer satisfaction, retention, and growth.

Industry & Business Acumen

• Understands distributed energy and energy market trends, customer business needs, and competitive market dynamics.
• Applies business insights to identify opportunities and support strategic account growth.

Strategic Thinking & Problem Solving

• Analyzes account performance and market opportunities to develop actionable recommendations.
• Effectively prioritizes issues and develops solutions that support business objectives.

Effective Communication

• Communicates clearly and professionally with customers, dealers, channel partners, and internal stakeholders.
• Delivers presentations, product demonstrations, and business recommendations with confidence.

Relationship Management

• Establishes and maintains trusted relationships with customers, channel partners, and cross-functional teams.
• Influences stakeholders and collaborates effectively to achieve desired business outcomes.

Account Management

• Manages all aspects of the customer lifecycle, including onboarding, growth, renewals, and ongoing account support.
• Coordinates internal resources to ensure successful customer outcomes and long-term retention.

Consultative Selling & Negotiation

• Applies value-selling techniques to identify customer needs and position solutions effectively.
• Supports contract discussions, renewals, and commercial negotiations to achieve mutually beneficial outcomes.

Customer Success & Growth Orientation

• Identifies opportunities for organic account expansion and increased customer engagement.
• Monitors account health and develops strategies that drive retention, adoption, and revenue growth.

Top Candidates Will Have

• Demand Response or distributed energy industry experience preferred.

Summary Pay Range:

Compensation and benefits offered may vary depending on multiple individualized factors, job level, market location, job-relatedknowledge, skills, individual performance and experience. Please note that salary is only one component of total compensation at Caterpillar.

Benefits:

Subject to plan eligibility, terms, and guidelines. This is a summary list of benefits.

• Medical, dental, and vision benefits*

• Paid time off plan (Vacation, Holidays, Volunteer, etc.)*

• 401(k) savings plans*

• Health Savings Account (HSA)*

• Flexible Spending Accounts (FSAs)*

• Health Lifestyle Programs*

• Employee Assistance Program*

• Voluntary Benefits and Employee Discounts*

• Career Development*

• Incentive bonus*

• Disability benefits

• Life Insurance

• Parental leave

• Adoption benefits

• Tuition Reimbursement

* These benefits also apply to part-time employees

Posting Dates:

Any offer of employment is conditioned upon the successful completion of a drug screen.

Caterpillar is an Equal Opportunity Employer, Including Veterans and Individuals with Disabilities. Qualified applicants of any age are encouraged to apply.

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