Account Manager - Middle East & Eurasia

Caterpillar; United Arab Emirates; Hybrid; AED 120,000 - 200,000; Full time

Job summary

A global machinery manufacturer is seeking an Account Manager for the Middle East & Eurasia to lead sales efforts and build strong customer relationships. The ideal candidate will have 5–7 years in the construction sector, excellent negotiation skills, and a deep understanding of customer needs. This position requires 60%–70% travel, focusing on delivering tailored solutions and increasing market presence. Fluency in English is required, with additional Arabic or Turkish being a plus.

Qualifications

• Minimum 5–7 years in the construction sector.
• Experience in building trust-based customer relationships.
• Strong commercial skills in selling heavy equipment.

Responsibilities

• Develop and maintain deep customer understanding.
• Coordinate sales and marketing activities for significant clients.
• Consult with dealers and internal partners on sales support.

Skills

Customer relationship management

Negotiation

Strategic account management

Cultural adaptability

Fluency in English

Data analysis

Job description

Career Area: Sales

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.

At Caterpillar, we’re committed to our customers, who build a better, more sustainable world with our products, services and solutions. We understand and show the value of why they should choose us. We’re exploring new ideas and opportunities – innovating to discover the breakthroughs necessary for tomorrow’s growth. Through it all, we are one team – creating and delivering world-class products, services and solutions superior to the competition. Learn more about the Caterpillar Experience.

We are looking for an Account Manager – Middle East & Eurasia to join our Customer Facing team within one of Construction Industries’ newly formed divisions: Customer Solutions Growth Regions.

About Customer Solutions Growth Regions Division

This team, alongside Cat Dealers, engages closely with customers to create, customize, and adapt solutions to meet their needs by leveraging the extensive range of offerings available today—across products and services, digital and technology, rental and used, and financing.

The division is regionally focused on Africa, the Middle East, Eurasia, Asia (excluding Japan), and Latin America (LATAM) and organized into three functional areas: Customer Facing, Customer Solutions, and Business Enablers.

This role is part of the Customer Facing team, the engine of our business—driving growth by delivering tailored, territory-specific solutions that solve customer pain points, accelerate decision-making, and enable profitable sales execution.

Role Definition

• Develops and maintains a deep customer understanding and establishes a strong, trust-based relationship with critical customer decision makers.
• Coordinates the Caterpillar matrix and leverages enterprise resources to deliver meaningful customer outcomes and help the customer solve their toughest problems.
• Oversees and coordinates all sales and marketing activities for a significant client or specific client group.

What You Will Do

• Following organizational policies and procedures and maintaining clear and direct line of communication within the organization to meet customer requirements.
• Consult with dealers and internal business partners on the subject of sales and services support to Managed Accounts.
• Designing processes for informing customer of rates, shipping date, anticipated delays and any additional information needed by the customer.
• Working directly with customers to collect information, sell additional products and services to current customers, and ensure customers' needs are met.

Construction Industry Background

• Minimum 5–7 years in the construction sector with strong customer relationship management experience.

Customer Focus & Relationship Management

• Build and maintain strong, trust-based relationships with key accounts.
• Act as the primary point of contact for strategic customers, ensuring satisfaction and loyalty.
• Understand customer pain points and proactively provide solutions.

Sales & Business Development

• Develop and execute account-specific sales strategies to achieve revenue targets.
• Negotiate and close high-value deals with contractors, project owners, and procurement teams.
• Identify growth opportunities within existing accounts and new projects.

Solution Selling

• Promote both machines and aftermarket services (parts, maintenance, CVAs, rebuild programs).
• Present integrated solutions that reduce total cost of ownership for customers.
• Leverage case studies and success stories to demonstrate value.

Problem Solving

• Address customer challenges promptly and effectively.
• Collaborate with internal teams (service, product support) to resolve technical and operational issues.
• Provide feedback to improve product and service offerings.

Market & Product Knowledge

• Understand heavy equipment categories, applications, and competitive landscape.
• Stay updated on technology solutions (grade control, telematics) and service programs.
• Monitor competitor activities and develop counterstrategies.

Machine, Aftermarket and Services Sales Expertise

• Strong commercial skills in selling heavy equipment and machinery.
• Ability to develop sales strategies, negotiate, and close deals.
• Experience with dealer/distributor networks and direct sales.
• Exposure to parts, maintenance, and service offerings to support full lifecycle sales.

Core Competencies

• Fluency in English is a must. Arabic or Turkish is a plus.
• Negotiation & Influencing high-value deals.
• Strategic Account Management and revenue growth planning.
• Data Analysis for forecasting and performance tracking.
• Cultural Adaptability for relationship-driven Middle Eastern & Eurasian markets.

Skills Descriptors

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.

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 behaviors.

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.

Account Management: Knowledge of account management; ability to manage day-to-day activities, providing services and support to existing clients.

Additional Information

• Must be able to travel 60% - 70% of the time (Middle East & Eurasia)

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 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. Caterpillar does business on every continent, principally operating through three primary segments – Construction Industries, Resource Industries and Energy & Transportation – and providing financing and related services through our Financial Products segment.

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

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