Solar Turbines
Account Manager-Sales-O&G
Solar Turbines, Houston, Texas, United States, 77246
Career Area:
Marketing / Sales / Product SupportJob 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.Products:
The complete line of Solar New Turbomachinery Packages, related services and equipment, including complex applications.External Contacts Include:
Potential new and existing Solar customers, alliance customers, consultants and suppliers.Environment:
Extensive travel required within the assigned territory. Functions in multicultural environments, collaborating with other professionals to prepare technical and commercial proposals and coordinate contract details as well as to respond to unique project conditions/demands. Deals with dynamic, fast-paced, ever-shifting conditions and challenges.Nature and Scope:
Provides direction to multi-location project sales teams and interacts with them to assure a successful execution of the sales strategy. Exercises significant leadership to specified key accounts and/or complex projects. Directs the total sales effort while integrating with other field offices and San Diego resources. Represents the organization as the prime technical and commercial contact. Analyses and anticipates the competitive environment and develops broad sales strategies to differentiate Solar, with emphasis on an integrated systems approach. Assists Sales Managers to define, communicate, and execute Solar’s overall competitive strategy. Develops objectives for proper coverage for all accounts, for customer calls, technical presentations, and appropriate customer entertainment. Attends industry conferences to establish contacts and to keep up to date with the technology. Identifies priorities, competitive threats, potential to deliver to customer expectations, pricing, challenges, opportunities, etc. Interacts with executive management on significant technical and commercial matters requiring coordination with cross-functional organizations. Develops repeat business opportunities by establishing and maintaining close customer contact and a partner relationship. Works closely with PAE to prepare professional proposals and performance analysis as well as input regarding commercial terms and conditions. Provides feedback, insights and recommendations regarding market activity and competition.Principal Accountabilities:
Develops a sales plan and forecast for assigned territory to support company-wide goals and strategies. Plans all of the actions necessary to meet objectives. Assists less experienced Sales Engineers as they develop their plans. Represents the company in negotiations with customers. Manages client relations, develops new contacts and markets. Manages key customer interface and ongoing relations with clients to assure all technical services are delivered as expected, to assure the next sale, and to assure Solar delivers to customer expectations. Continually refreshes knowledge about the details of the client’s business to fully understand the challenges and identify which Solar products are the optimal applications. Seeks out information on competitor technical and commercial developments, tactics, etc., and assures the information is relayed to the Solar departments that should be advised. Devises alternatives so that Solar can remain competitive. Ensures all activities to fulfill contracts are in compliance with all company policies. Ensures that all technical services are delivered as expected.Minimum Qualifications:
BS degree in mechanical or electrical engineering, or equivalent.7 years’ experience in related engineering assignments, preferably with turbomachinery applications.5 years related successful sales and marketing experience.Must demonstrate an extensive working knowledge of turbomachinery principles and theory, mechanical and electrical engineering and Solar applications.Very strong negotiations experience is necessary, along with the ability to represent the company positively and with confidence even under pressure and adversity.Must have extensive knowledge of Oil and Gas markets and turbomachinery applications.Requires extensive experience preparing and delivering proposals and strong presentation skills.Outstanding leadership skills are required; in order to marshal resources necessary to prepare proposals, deliver on commitments and to influence the customer to select Solar products.Preferred Qualifications:
MBA is not mandatory but is considered to be an asset.Strong presentation skills and the ability to function well under pressure.Ability to connect cross-culturally as well as cross-functionally and to lead others in customer relations.Relocation is available for this position. Visa Sponsorship is not available for this position. This employer is not currently hiring foreign national applicants that require or will require sponsorship tied to a specific employer, such as H, L, TN, F, J, E, O. As a global company, Caterpillar offers many job opportunities outside of the U.S which can be found through our employment website at www.caterpillar.com/careers.EEO/AA Employer. All qualified individuals - Including minorities, females, veterans and individuals with disabilities - are encouraged to apply.Not ready to apply? Submit your information to our Talent Network here.
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Marketing / Sales / Product SupportJob 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.Products:
The complete line of Solar New Turbomachinery Packages, related services and equipment, including complex applications.External Contacts Include:
Potential new and existing Solar customers, alliance customers, consultants and suppliers.Environment:
Extensive travel required within the assigned territory. Functions in multicultural environments, collaborating with other professionals to prepare technical and commercial proposals and coordinate contract details as well as to respond to unique project conditions/demands. Deals with dynamic, fast-paced, ever-shifting conditions and challenges.Nature and Scope:
Provides direction to multi-location project sales teams and interacts with them to assure a successful execution of the sales strategy. Exercises significant leadership to specified key accounts and/or complex projects. Directs the total sales effort while integrating with other field offices and San Diego resources. Represents the organization as the prime technical and commercial contact. Analyses and anticipates the competitive environment and develops broad sales strategies to differentiate Solar, with emphasis on an integrated systems approach. Assists Sales Managers to define, communicate, and execute Solar’s overall competitive strategy. Develops objectives for proper coverage for all accounts, for customer calls, technical presentations, and appropriate customer entertainment. Attends industry conferences to establish contacts and to keep up to date with the technology. Identifies priorities, competitive threats, potential to deliver to customer expectations, pricing, challenges, opportunities, etc. Interacts with executive management on significant technical and commercial matters requiring coordination with cross-functional organizations. Develops repeat business opportunities by establishing and maintaining close customer contact and a partner relationship. Works closely with PAE to prepare professional proposals and performance analysis as well as input regarding commercial terms and conditions. Provides feedback, insights and recommendations regarding market activity and competition.Principal Accountabilities:
Develops a sales plan and forecast for assigned territory to support company-wide goals and strategies. Plans all of the actions necessary to meet objectives. Assists less experienced Sales Engineers as they develop their plans. Represents the company in negotiations with customers. Manages client relations, develops new contacts and markets. Manages key customer interface and ongoing relations with clients to assure all technical services are delivered as expected, to assure the next sale, and to assure Solar delivers to customer expectations. Continually refreshes knowledge about the details of the client’s business to fully understand the challenges and identify which Solar products are the optimal applications. Seeks out information on competitor technical and commercial developments, tactics, etc., and assures the information is relayed to the Solar departments that should be advised. Devises alternatives so that Solar can remain competitive. Ensures all activities to fulfill contracts are in compliance with all company policies. Ensures that all technical services are delivered as expected.Minimum Qualifications:
BS degree in mechanical or electrical engineering, or equivalent.7 years’ experience in related engineering assignments, preferably with turbomachinery applications.5 years related successful sales and marketing experience.Must demonstrate an extensive working knowledge of turbomachinery principles and theory, mechanical and electrical engineering and Solar applications.Very strong negotiations experience is necessary, along with the ability to represent the company positively and with confidence even under pressure and adversity.Must have extensive knowledge of Oil and Gas markets and turbomachinery applications.Requires extensive experience preparing and delivering proposals and strong presentation skills.Outstanding leadership skills are required; in order to marshal resources necessary to prepare proposals, deliver on commitments and to influence the customer to select Solar products.Preferred Qualifications:
MBA is not mandatory but is considered to be an asset.Strong presentation skills and the ability to function well under pressure.Ability to connect cross-culturally as well as cross-functionally and to lead others in customer relations.Relocation is available for this position. Visa Sponsorship is not available for this position. This employer is not currently hiring foreign national applicants that require or will require sponsorship tied to a specific employer, such as H, L, TN, F, J, E, O. As a global company, Caterpillar offers many job opportunities outside of the U.S which can be found through our employment website at www.caterpillar.com/careers.EEO/AA Employer. All qualified individuals - Including minorities, females, veterans and individuals with disabilities - are encouraged to apply.Not ready to apply? Submit your information to our Talent Network here.
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