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Job Description:

Job Title: OEM Engines Account Manager

Salary: £57,600 - £62,000 (Depending on Experience)

Location : Peterborough, Cambridgeshire

Benefits: 25 days annual leave,

Up to 18% bonus

Car Allowance - £600pcm

Contributory pension scheme - Caterpillar will double the employee's contribution Up to 10%

Contributory share scheme - Caterpillar will match 50% of the employee's contribution.

Optional flexible benefits including access to health and dental care plans, EV car lease, holiday purchase.

Relocation/ Sponsorship: Not provided by the company

Flexible working arrangements will be considered for this role, in-line with the needs of the business.

Who is Caterpillar?

With 2022 sales and revenues of $59.4 billion Caterpillar is the world’s leading manufacturer of construction and mining equipment, diesel and natural gas engines, industrial gas turbines and diesel-electric locomotives. Services offered throughout the product life cycle, cutting-edge technology and decades of product expertise set Caterpillar apart, providing exceptional value to help our customers succeed. The company principally operates through three primary segments – Construction Industries, Resource Industries and Energy & Transportation – and provides financing and related services through its Financial Products segment.

What do we do?

At the Peterborough facility we are responsible for the engineering, marketing, sales and manufacturing of industrial engines for both the Cat and Perkins brands. Wherever you work, together we create sustainable, world-changing solutions that impact lives around the globe.

The Opportunity

Working with the Perkins brand and reporting to the General Sales Manager responsible for Global Original Equipment Manufacturers (OEM’s) in the Agricultural & Industrial Sectors, this is a unique opportunity for someone to join the dynamic and rapidly changing direct sales environment, based in Peterborough UK.

This is a challenging requirement, requiring the individual to hone their ability to think and make decisions about everything that Perkins does with the OEM and develop unique value propositions.

Anyone considering this role would be a better-informed decision maker / strategic thinker going forward as a result of having completed such an assignment and gained the customer insight which will prove to be invaluable experience going forward for them in their career.

Job Responsibilities and Duties:

• Further develop existing Account Plans and Growth Strategies to maximize share of wallet / commercial opportunities across a portfolio of OEM's.

• Develop strong relationships with key decision makers and influencers across the Customer’s various functions.

• Engage key stakeholders within the Customers such that they engage in long-term plans with Perkins and become seen as a trusted advisor in their decision-making process.

• Conceive and present Perkins products and propose how the OEM can integrate our products into their machines to deliver value to support the sale of their machines.

• Direct internal resources and follow through to achieve the resolution of issues in all aspects of the supplier / customer relationship.

• Develop & negotiate LTA's where applicable at mutually beneficial terms.

• Become the Voice of the Customer within our Business, and the Voice of our Business within the Customer.

Sales Development / Growth:

• Lead all sales projects, from identification of opportunities to development of the value proposition and ownership of the project into production.

• Develop and present commercial proposals recognising the needs of the customer and business.

• Participate as required in Sales promotional activities.

Sales processes

• Generate credible volume and commercial forecasts representing the OEMs short and long-term plans.

• Propose solutions to the customer and work cross functionally to tailor their specific requirements.

• Identify and lead the development and / or improvement of sales processes and sales tools (order administration, project management, invoicing, applications engineering, product support, etc) to increase customer satisfaction and Perkins operational efficiency.

• Feedback to central services: customer & competitor information.

• Work all aspects of the customer supply relationship, from opportunity identification through to production.

Skills and Experience:

Candidates will have gained the following skills and experience through previous roles:

• Prior Sales or sales related process experience, that can capably demonstrate Key Account Management.

• Good commercial acumen.

• Expert communicator, able to articulate under challenging circumstances to a wide variety of internal and external customers.

• Daily demonstration of a "Can do" Attitude - ability to identify the true cause of a problem, develop & test several solutions which can be executed by the individual or as part of a team.

• Effective listener, able to listen to the voice of the customer, gain the voice of the business and present back to the customer suitable solutions

• Italian speaker preferred

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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

Caterpillar is an Equal Opportunity Employer (EEO).

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