Sales Account Manager-Power Generation

Solar Turbines; Houston (TX); On-site; USD 133,000 - 190,000; Full time

Job summary

Caterpillar is seeking a senior sales professional to lead turbomachinery system opportunities and aftermarket services across key accounts in the U.S. The role emphasizes strategic account management, value selling, and cross‑functional collaboration to meet bookings targets.

You will travel ~30‑50% and collaborate with executives to craft solutions that align with customer needs while ensuring contract compliance and long‑term partnerships.

Qualifications

• Customer focus informs all business decisions and enables customized solutions.
• Effective communication across audiences is essential.
• Negotiating with multiple stakeholders drives win‑win outcomes.
• Maintaining long‑term client relationships is key to success.
• Managing day‑to‑day activities for existing clients is required.

Responsibilities

• Capture bookings to meet the sales plan and forecast for assigned accounts.
• Apply product knowledge to identify sales opportunities and propose solutions.
• Develops a sales plan and forecast for assigned territory.
• Manages client relations and ongoing client interface to ensure service delivery.
• Ensure all activities to fulfill contracts comply with company policies.

Skills

Customer Focus

Effective Communications

Negotiating

Relationship Management

Account Management

Value Selling

Industry Knowledge

Decision Making

Education

Degree or equivalent experience

Job description

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.

Career Area

Sales

Oversees and coordinates all sales and various solution programs of new turbomachinery systems, balance of plant and aftermarket services as part of initial new project sales within an assigned geographic area and for specific customer accounts. Directs resources in various areas to respond to customer needs, to finalize the contract or purchase order and meet customer expectations.

What you will do

• Capture bookings to meet the sales plan and forecast for the assigned accounts to achieve targets/plans.
• Applies knowledge of turbomachinery products and services in the Power Generation market to identify sales opportunities, propose solutions, and to convince customers that the company’s products are differentiated in the market and that Solar Turbines is the best partner to meet their long‑term needs.
• Develops a sales plan and forecast for assigned territory to support companywide goals and strategies.
• Manages client relations, develops new contacts, markets, and applications. Manages customer interface and on‑going relations with clients to assure all technical services are delivered as expected to assure the next sale, and to assure the company delivers to customer expectations.
• Ensures all activities to fulfill contracts are in compliance with all company policies.

Degree Requirement

Degree or equivalent experience desired

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 Expert

• Provides customer focused vision, strategy and leadership that exceeds customer expectations.
• Persuasively articulates the link between customer focus and enhanced business success to stakeholders.
• Consults with senior executives regarding critical success factors and details to being a customer focused organization.

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 Extensive Experience

• Compares and contrasts the latest developments and emerging issues in the industry.
• Assess how regulatory and reporting requirements apply to own organization.
• Explains the development of industry segments - trends, consequences, key issues.

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 Extensive Experience

• Differentiates assumptions, perspectives, and historical frameworks.
• Assesses and validates decision options and points and predicts their potential impact.
• Uses effective decision‑making approaches such as consultative, command, or consensus.

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.

Level Extensive Experience

• Adapts documents and presentations for the intended audience.
• Demonstrates both empathy and assertiveness when communicating a need or defending a position.
• Communicates well downward, upward, and outward.
• Employs appropriate methods of persuasion when soliciting agreement.
• Maintains focus on the topic at hand.

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 Expert

• Advocates a win‑win approach to negotiating.
• Explains appropriateness of using adversarial negotiating versus joint problem‑solving techniques.
• Overcomes resistance to the negotiation process.
• Negotiates complex matters involving multiple parties.

Relationship Management

Knowledge of relationship management techniques; ability to establish and maintain healthy working relationships with clients, vendors, and peers.

Level Extensive Experience

• Communicates to clients regarding expectations of all parties.
• Participates in negotiating the terms of the business relationship.
• Maintains productive, long‑term relationships with clients or vendors.
• Creates opportunities to educate support teams on client priorities.

Account Management

Knowledge of account management; ability to manage day‑to‑day activities, providing services and support to existing clients.

Level Extensive Experience

• Anticipates the needs and preferences of key players at relevant customer accounts.
• Advises on the appropriate solutions to complex customer accounts problems.
• Collaborates with the customer on large account activities and monitors customer satisfaction.

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 Expert

• Delivers bottom‑line proof with credible third‑party validation that proposed solutions deliver benefits of greater value than the competition.
• Researches customer’s industry, strategies, environment and plans to support their business needs.
• Builds loyalty and ‘partner versus vendor’ relationships by helping customers understand, diagnose and resolve their complex business issues.
• Presents compelling business cases for very complex business issues, shifting proposed solution focus from cost to overall value (benefits/payback).

Travel: ~30-50% of the time

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.

Base Pay between $133,000-$190,000 + Sales Incentive + Bonus

Summary Pay Range

$0.00 - $0.00

Benefits

• Medical, dental, and vision benefits*
• Paid time off plan (Vacation, Holidays, Volunteer, etc.)*
• 401(k) savings plans*
• Health Savings Account (HSA)*
• Flexible Spending Accounts (FSAs)*
• Health Lifestyle Programs*
• Employee Assistance Program*
• Voluntary Benefits and Employee Discounts*
• Career Development*
• Incentive bonus*
• Disability benefits
• Life Insurance
• Parental leave
• Adoption benefits
• Tuition Reimbursement
• These benefits also apply to part‑time employees

Visa Sponsorship is not available for this position.

Any offer of employment is conditioned upon the successful completion of a drug screen.

Caterpillar is an Equal Opportunity Employer, Including Veterans and Individuals with Disabilities. Qualified applicants of any age are encouraged to apply.