Account Manager

About IPSD

Caterpillar’s Industrial Power Systems Division (IPSD) designs, tests and manufactures 0.5 to 18L Cat® and Perkins engines that power over 5000 applications including Marine, Petroleum, Industrial Applications, Electric Generators, and Locomotives. Caterpillar’s company strategy includes sustainability as one of four focus areas and IPSD is engaged and actively preparing green energy solutions for the future.

The Opportunity

We have an exciting opportunity for someone wishing to build upon existing business experience within a Sales environment as an Account Manager, reporting directly to the OEM Direct Sales Manager.

The OEM Direct Sales team has an exciting opportunity to contribute directly to the overall growth plan through 2030 and beyond. This is an excellent opportunity to join a dynamic and motivated group and make a real impact to our business leading the growth of key 3rd party OEM customers.

The Strategic Account Manager is responsible for developing and growing long-term relationships with key OEM customers, aligning customer needs with business strategy, and driving profitable growth. The role acts as the primary commercial interface between the customer and internal stakeholders, ensuring customer satisfaction while delivering business objectives. Evidence from recent customer interactions shows responsibility for executive engagement, pricing discussions, commercial negotiations, growth initiatives, and cross-functional account coordination.

Key responsibilities:

• Own and develop strategic customer relationships with key OEM accounts, acting as the primary commercial point of contact.
• Create and execute account growth strategies that identify opportunities to increase revenue, market share, and long-term customer value.
• Lead commercial negotiations including pricing discussions, business cases, and contractual agreements to deliver profitable growth.
• Coordinate cross-functional teams across engineering, product, operations, procurement, finance, and leadership to support customer requirements.
• Manage executive-level customer engagement, facilitating meetings, reviews, and strategic discussions with senior customer stakeholders.
• Identify and develop new business opportunities including product expansion, share gain, and competitive displacement initiatives.
• Represent the voice of the customer internally, ensuring customer requirements are clearly understood and acted upon throughout the business.
• Lead issue resolution and escalation management, driving timely solutions to commercial, technical, and operational challenges.
• Provide market, competitor, and customer insights to support strategic planning and business decision-making.
• Drive customer satisfaction, retention, and loyalty through proactive account management, regular engagement, and delivery of agreed commitments.

What You Will have

Customer Focus: Knowledge of the values and practices that align customer needs and satisfaction as primary considerations in all business decisions and ability to leverage that information in creating customized customer solutions.
Level Extensive Experience:

Industry Knowledge: Knowledge of the organization's industry group, trends, directions, major issues, regulatory considerations, and trendsetters; ability to apply industry knowledge appropriately to diverse situations.
Level Working Knowledge:

Decision Making and Critical Thinking: Knowledge of the decision-making process and associated tools and techniques; ability to accurately analyze situations and reach productive decisions based on informed judgment.
Level Working Experience:

Effective Communications: Understanding of effective communication concepts, tools and techniques; ability to effectively transmit, receive, and accurately interpret ideas, information, and needs through the application of appropriate communication behaviours.
Level Working Knowledge:
.
Negotiating: Knowledge of successful negotiation concepts and techniques; ability to negotiate successfully across the organization and with external vendors and clients in a constructive and collaborative manner.
Level Extensive Experience:

Relationship Management: Knowledge of relationship management techniques; ability to establish and maintain healthy working relationships with clients, vendors, and peers.
Level Extensive Experience:

Account Management: Knowledge of account management; ability to manage day-to-day activities, providing services and support to existing clients.
Level Extensive Experience:
Value Selling: Knowledge of the principles and practices for selling products, technology and services; ability to provide overall product/service 'value' and to differentiate support offerings that address clearly understood customer needs.
Level Extensive Experience:

Top Candidates Will Also:

• Be intellectually curious in nature, leaning on skills developed through working within business strategy,

• Have the ability to drive actions and build partnership cross-functionally

• Demonstrate strong commercial acumen
• Understanding of Perkins and Caterpillar engine product.

Additional Information:

- The role is based in the office 5 days per week.

- Travel is expected. Approx 35%

What You Will Get

We look forward to welcoming the successful candidate to our dynamic, diverse and friendly team. We have a culture of openness, autonomy, support, personal development as well as a continuous drive for improvement.

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 over 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.

NB. 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 #LI

This position requires working onsite five days a week.

Posting Dates:

October 7, 2026 - October 21, 2026

Caterpillar is an Equal Opportunity Employer. Qualified applicants of any age are encouraged to apply

Not ready to apply? Join our Talent Community.