Account Director

Progress Rail Australia Pty Ltd; Perth; On-site; AUD 150,000 - 210,000; Full time

Benefits offered by this job

On-site parking

Great work life balance (Mon-Fri)

Formal training & mentoring

Career development opportunities

Parental leave program (8 weeks, paid)

Job summary

Progress Rail Australia Pty Ltd, a Caterpillar subsidiary, seeks a leadership-level sales professional to drive strategic customer partnerships across Western Australia. You will shape account plans, build executive relationships and identify value-driven rail solutions to grow revenue and profitability.

In this role, you will lead bids, coordinate with cross-functional teams, and contribute to S&OP processes while promoting Progress Rail, EMD locomotives, and related services to key customers.

Qualifications

• Relevant tertiary qualifications or industry experience aligned to the role.
• Strong commercial acumen with ability to negotiate and influence decisions.
• Excellent communication skills across executive, technical and project levels.

Responsibilities

• Build and develop strategic account plans to understand customer needs and identify growth opportunities
• Maintain regular proactive customer engagement, delivering solutions that improve business outcomes
• Manage and maintain a strong sales pipeline with CRM-documented opportunities
• Deliver accurate sales forecasts to support planning and reporting
• Lead bids and tenders driving high-quality submissions
• Facilitate customer meetings and build trust with stakeholders
• Promote Progress Rail and Caterpillar brands and capabilities
• Develop understanding of technical operations to support customer needs
• Collaborate in Sales & Operations Planning (S&OP) and strategic planning
• Support ongoing career growth and continuous improvement initiatives

Skills

Team leadership

Commercial acumen

Stakeholder engagement

Strategic account management

Executive communication

Education

Relevant tertiary qualifications

Job description

Progress Rail is a wholly owned subsidiary of Caterpillar Inc. and a leading provider of rolling stock, infrastructure and advanced technologies for global rail customers. The company delivers EMD® locomotives and engines, trackwork, signaling, fasteners, and comprehensive locomotive and freight car services, along with aftermarket parts and recycling. Its technology portfolio includes data analytics, automation, connected assets, predictive maintenance and yard optimization tools. With support from Caterpillar and a network of nearly 150 locations worldwide, Progress Rail delivers innovative, reliable solutions to the rail industry. Learn more at progressrail.com

About the position:

The purpose of this leadership role is to build and strengthen strategic relationships with key customers across Western Australia, positioning Progress Rail as a trusted partner while driving sustainable business growth. The role focuses on identifying and delivering value-driven solutions across rollingstock, advanced rail technologies, asset management and service offerings ensuring mutual benefit for both customers and the business. Through active participation in Sales & Operations Planning (S&OP), collaboration with stakeholders and contribution to strategic planning, this position plays a critical role in driving revenue, profitability, innovation and long-term market leadership for Progress Rail.

Job Responsibilities:

Build and develop strategic account plans to understand customer needs and identify growth opportunities

Maintain regular proactive customer engagement, working collaboratively to deliver solutions that improve their business outcomes

Manage and maintain a strong sales pipeline ensuring all opportunities are accurately captured in the CRM

Deliver accurate sales forecasts to support business planning and reporting.

Contribute to both personal and business planning aligning activities with Progress Rail’s strategic goals

Act as a key point of contact for customers ensuring any issues are escalated quickly and resolved effectively

Lead and support bids and tenders driving high-quality submissions

Facilitate and lead customer meetings by building trust and strong working relationships

Promote the Progress Rail and Caterpillar brands including products, services, and capabilities.

Develop a strong understanding of technical operations and how they support customer needs

Demonstrate a genuine commitment to learning and career growth within the rail industry

Follow established processes and governance ensuring compliance in a commercially focused environment

About you:

Relevant tertiary qualifications or industry experience aligned to the role

A strong team player who thrives on collaboration working closely with stakeholders to deliver the best outcomes for customers

Proven commercial acumen with the ability to contribute to negotiations and support sound business decisions

A proactive mindset with a focus on continuous improvement always looking for ways to enhance performance, customer value, and business results

Knowledge of Progress Rail and Caterpillar products and services (or the ability to quickly build this expertise) with an eye for cross-functional opportunities

Solid understanding of the rail industry landscape, including customers, competitors, and emerging technologies

Exceptional communication skills with confidence engaging and influencing stakeholders at executive, technical and project levels

What We Offer:

Supportive & Dynamic team

Opportunities for ongoing training to increase your skill set.

Secure on-site parking.

Great work life balance with our Monday to Friday work week.

Opportunities for growth and career development

Access to mentoring programs

8 weeks paid parental leave for primary carer at full pay following 12 months of service

About Our Process:

At Progress Rail, we are committed to employing individuals who align with our Values and meet the requirements of the role. As part of the recruitment process, there are a number of checks which may be conducted for a role including police / criminal background checks, medical, drug and alcohol testing and/or reference checks.

Progress Rail is a wholly owned subsidiary of Caterpillar Inc. and a leading provider of rolling stock, infrastructure and advanced technologies for global rail customers. The company delivers EMD® locomotives and engines, trackwork, signaling, fasteners, and comprehensive locomotive and freight car services, along with aftermarket parts and recycling. Its technology portfolio includes data analytics, automation, connected assets, predictive maintenance and yard optimization tools. With support from Caterpillar and a network of nearly 150 locations worldwide, Progress Rail delivers innovative, reliable solutions to the rail industry. Learn more at progressrail.com

Progress Rail is a wholly owned subsidiary of Caterpillar Inc. and a leading provider of rolling stock, infrastructure and advanced technologies for global rail customers. The company delivers EMD® locomotives and engines, trackwork, signaling, fasteners, and comprehensive locomotive and freight car services, along with aftermarket parts and recycling. Its technology portfolio includes data analytics, automation, connected assets, predictive maintenance and yard optimization tools. With support from Caterpillar and a network of nearly 150 locations worldwide, Progress Rail delivers innovative, reliable solutions to the rail industry. Learn more at progressrail.com