Major Accounts Manager

6 months ago


PointeClaire, Canada TMH-Div of Toromont Ind Ltd. Full time

Toromont Cat is looking for an Major Account Manager to join our team The Major Account Manager is responsible for developing, executing and achieving the comprehensive strategic plans for assigned Major Accounts for all divisions and subsidiaries. Develops, maintains and leverages long-term relationships with key decision makers at all levels. Liaises between Customers and cross-functional internal teams to ensure the timely and successful delivery of our tailored solutions according to Customer needs. Is the Customer advocate internally, and ensures issues are addressed in a timely, urgency-based manner.

**As a Major Account Manager, YOU will experience**:

- Working within one of the safest organizations in the industry where your safety and well-being are our most important priority
- Working for the best in class equipment dealer and with the premium Caterpillar brand
- Opportunities to continuously Learn, Grow and Develop with our Toromont team through our internal Training teams that are geared for your success
- Competitive total rewards including: wages, benefits, and premiums (as eligible)
- An opportunity for flexible work schedules and opportunities across multiple locations across Eastern Canada

**In a typical day, YOU will**:

- Operate as the lead point of contact for any and all matters specific to your Customers, promote all relevant Divisional solutions, “Sell the House” (ex : Energy, Lift Truck, HRI)
- Develop a trusted advisor relationship with key accounts, Customer stakeholders, by proposing global solutions in order to maximize productivity and reduce operating costs (ex: fleet management, timing for fleet renewal, rebuild versus replacement)
- Have detailed understanding of the Customer worksites, challenges and opportunities
Consultative selling, using Cat and Toromont value-added tools to develop best differentiated solutions per critical Customer requirement (ex : EMS, VET, financing, new machine, MPO’s, new production technologies, rebuild options)
- Build and maintain strong and productive relationships with Caterpillar at all levels; work closely with Sales Management and Caterpillar Corporate Account Managers to implement strategies and solutions, and include them in strategic Customer-facing discussions when required
- Demonstrate strong leadership through teamwork, maintain a positive, Customer-centric, solutions-based attitude, even in more challenging situations. Build and maintain a strong internal network to facilitate issue resolution and responsiveness;
- Adapt appropriate and timely sales and negotiation strategies for closing profitable transactions
- Have a strong understanding of competitive products and marketing initiatives, and communicate shifts and trends to Management and Marketing on a regular basis
- Own the Customer Celebration Process to optimize the Customer experience for machine delivery
- Participate in and promote Customer representation at association events, Customer initiatives and Customer trips
- Work with other dealers to ensure constant Customer experience when the customer operates outside of territory
Developing themselves and others: able to take ownership of their professional development and mentor others

**Must-haves for this role**:

- Bachelor's degree in Engineering, Sciences, or Business administration
Minimum of 5 years in a similar role, or 7-10 years consultative sales experience
- Passionate about the industry, the Customer’s success, and the solutions offered by Toromont/Cat
- Proven business development skills and ability to consistently achieve targets
- Dynamic, ability to influence at all levels, including C-suite
- Quickly understand critical Customer requirements and adapt solutions accordingly
- Tenacity, perseverance, urgency-minded issue resolution mindset
- Proven ability to manage multiple projects and initiatives while being attentive to detail
- Experience in partnering with and leading internal teams to meet Customer needs
- Strong financial acumen
- Industry knowledge (an asset)

**About Toromont Cat**
- With over 4,000 employees and 56 locations from Manitoba to Newfoundland, Toromont Cat has a proven track record, industry knowledge, dealership infrastructure, and service mindset to ensure our Construction, Mining, and Power Generation customers succeed. At Toromont Cat, work is built around people's strengths, our products, technology and an outstanding customer experience and through our strong partnership with Caterpillar, Toromont Cat takes care of our employees who take care of our customers When you join our team, you become a member of the Toromont family. Your success is our success_


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