Manager, Business Development Asia Pacific Region

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.

From supporting data center infrastructure to ensuring uninterrupted power to hospitals to delivering emergency power during natural disasters, Caterpillar’s Electric Power Division (EPD) develops the power solutions our customers need to build a better, more sustainable world. 

With over 95 years in the power industry, our dynamic and global team is at the forefront of energy transition. Whether electrifying a mine site or providing power solutions as utilities modernize their infrastructure, our 2000 team members across more than 20 countries deliver world-class expertise to ensure our customers have the capacity and power resiliency they need to achieve their climate-related and operational goals. 

As the Manager of Key Accounts for the Asia Pacific Region in the Electric Power Division, you will be out in front of the industry working directly with our end use customers to understand their needs, propose solutions to challenges they didn’t anticipate and develop energy outcomes to serve their future power needs.

In this role, together with your team and the wider electric power organization, you will be responsible for driving incremental volume in the prime power generation space.  Whether it’s CHP (Combined Heat and Power), Utility Capacity (Bridge to Grid), Biogas, Mine Site Electrification or another industry that needs reliable power, you and your team will be there to support and fuel the growth.  Your team will include energy and product experts, account managers and be supported by our vast dealer network.  

What You Will Do: 

• Work closely with our customers to develop integrated customer offerings, anticipating and meeting their energy needs
• Grow relationships with key accounts to secure long term agreements on generator set demand
•  Supervising, coaching and coordinating the daily activities of staff engaged in promoting and selling energy outcomes to key accounts
• Managing and directing a sales force to achieve sales and profit goals; determining discount rates and driving profitable growth
•  Inspire, motivate and develop the business development team.  Driving a culture of collaboration and growth mindset
• Develop and secure Customer Value Agreement growth with all customer solutions
• Deliver business plan and market share targets for the company products in a given industry segment or market.

What You Bring: 

Customer Focus: 

• Facilitates creation of the 'right' solutions and services to resolve customer energy needs
• Fosters strong customer relationships via delivery on commitments, open communication, and on-going feedback/improvement.
•  Advises others on creating customer focused environments in various scenarios.
• Anticipates customer needs, focusing efforts to proactively meet needs and exceed customer expectations. 

Industry Knowledge:

• Prior experience working with switchgear, Cat Solutions, gas and diesel generator sets
• Demonstrates current knowledge of the regulatory environment for industry segment
• Ability to guide and advice customers with appropriate solution
• Prior Electric Power field or account management experience
• Currently works with a major industry segment and associated functions and features

Negotiating:

•  Ensures negotiators have awareness of complementary yet diverse interests
• Successfully completes significant negotiations, both internal and external
• Demonstrates and articulates intent with customers to build trust and grow the business
• Prior experience negotiating and closing customer framework agreements
• Protects own position, while demonstrating willingness to achieve win-win
• Demonstrated ability to execute and lead a growth strategy

 
Relationship Management:

• Oversees key client reviews to assure service and relationship satisfaction.
• Coaches’ others in the value, issues, and methods of client partnering. 
• Collaborates with clients in the pursuit of common business objectives.
• Maintains status information on major developments in client or partner environment.
• Works directly with clients to discern business trends and their implications.
• Fosters a climate conducive to establishing positive working relationships with outsiders.

 
Business Development:

• Teaches others about a variety of tools and techniques for evaluating market potential
• Develops standard processes to maximize business efficiency and effectiveness
• Coaches’ others on the design and implementation of campaigns to present products to new markets
• Develops strategies to present new business ideas to small and large perspective business partners

 
Additional Info: 
This position is likely to require up to 75% travel, including internationally to South America.
Caterpillar is not currently hiring individuals for this position who now or in the future require sponsorship for employment visa status; however, as a global company, Caterpillar offers many job opportunities outside of this positions location which can be found through our employment website at www.caterpillar.com/careers.

What You Will Get:
Our 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 wage, because we value your performance, we offer a total rewards package that provides day one benefits along with the potential of a variable bonus. Additional benefits include paid annual leave, flexi leave, medical and insurance (prorated based upon hire date).

Final Details:
Please 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.
    
If you are interested in joining our team, please apply using an English version of your CV. We look forward to meeting you!

About Caterpillar 
Caterpillar Inc. is the world’s leading manufacturer of construction and mining equipment, off-highway diesel and natural gas engines, industrial gas turbines and diesel-electric locomotives. For nearly 100 years, we’ve been helping customers build a better, more sustainable world and are committed and contributing to a reduced-carbon future. Our innovative products and services, backed by our global dealer network, provide exceptional value that helps customers succeed.

Posting Dates:

Caterpillar is an Equal Opportunity Employer (EEO).

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