MANAGER KEY ACCOUNTS @Caterpillar

Job Information

Job Description:

What you will do:

• Collaborate closely with the Director of Business Development, other senior business leaders, and SMEs throughout the organization to support the achievement of both mid and long-term opportunity pipeline growth objectives.
• Integrate market, customer, and competitor intelligence with internal management and financial concerns.
• Oversee opportunity-specific customer influence and win strategy development and implementation.
• Manage internal and external stakeholder engagement and communications plans.
• Develop offering and winning prices supported by risk and opportunity strategies.
• Identify and negotiate teaming partners and arrangements when necessary.
• Lead early strategy development and coordinate with stakeholders to assign pursuit team members.
• Plan and manage the pursuit and proposal budget, facilitate teaming decisions, and coordinate reviews and approval requirements for offering, cost/price, and proposal deliverables.
• Ensure the capture positioning and the offering is aligned with customer needs and the winning price.

What you have (Basic Qualifications and Skills):

Degree/Experience: Bachelor’s degree or equivalent experience desired.

Capture Management: Record of winning results for complex multi-disciplined capture and proposal projects, without direct supervisory authority .

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.

Industry Knowledge : Knowledge of the organization’s industry group, trends, directions, key issues, regulatory considerations, and trendsetters; ability to apply industry knowledge appropriately to diverse situations.

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.

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.

Top Candidates will have:

• 5+ years of experience with defense, or adjacent industry, business development, capture, or proposal management.
• Understanding of U.S. federal procurement regulations (including FAR and DFARS), Foreign Military Sales (FMS) and Other Transaction Authority (OTA).
• Proposal development training and/or certifications from Shipley Associates, APMP or a compatible corporate certification
• Previous experience developing capture plans and winning proposals for commercial solutions, next-generation, and replacement and sustainment programs.
• Proficiency with word processing, spreadsheets, presentation software and some financial analysis experience.
• Evidence of historical win rate exceeding >35% and cumulative captures >$100M

Company Information

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