Oil & Gas Major Accounts Manager

Career Area

Sales

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.

Role Purpose

The Account Manager is responsible for driving long-term business growth by building strong relationships with customers, dealers, and key stakeholders in the Oil & Gas industry. The role focuses on identifying future opportunities, acting as a trusted advisor to customers, and collaborating closely with the Territory Manager to support and expand the business.

Key Responsibilities

• Business Development & Growth
• Identify, evaluate, and develop new business opportunities within the assigned territory.
• Focus on long-term revenue generation and strategic account development.
• Drive pipeline creation and ensure sustainable business growth.
• Customer Relationship Management
• Build and maintain strong relationships with key customers and decision-makers.
• Act as a trusted consultant/advisor, understanding customer needs and providing tailored solutions.
• Identify customer challenges and proactively offer value-driven recommendations.
• Dealer Engagement
• Establish and nurture strong relationships with dealer personnel.
• Work closely with dealers to align on sales strategies and customer engagement plans.
• Support dealer teams in identifying and pursuing business opportunities.
• Collaboration with Territory Manager
• Work in close partnership with the Territory Manager, who owns overall business delivery.
• Provide insights on market trends, customer needs, and competitive landscape.
• Support execution of territory plans and revenue targets.
• Market Intelligence & Strategy
• Gather and analyze market insights, customer feedback, and competitor activity.
• Identify emerging trends and translate them into actionable opportunities.
• Contribute to strategic planning and go-to-market initiatives.
• Travel & Field Engagement
• Travel approximately 50% of the time to meet customers, dealers, and partners.
• Conduct regular field visits to strengthen relationships and identify growth opportunities.
  
  

Scope of the Role

Geographical Scope: India, Bangladesh and Sri Lanka

Stakeholders

• Territory Manager (primary internal partner)
• Logistics
• Finance
• Legal
• Dealer personnel
• End customers and key accounts
  
  

Focus Areas

• Long-term business development
• Relationship building and customer consulting
• Opportunity identification and pipeline growth
  
  

Decision Influence

• Influences customer strategy and opportunity prioritization
• Supports business decisions through market insights
  
  

Key Attributes & Competencies

• Strong relationship-building and stakeholder management skills
• Consultative, customer-centric approach
• Strategic thinker with focus on long-term opportunities
• Effective communicator with influencing ability
• Collaborative team player (works closely with Territory Manager & dealers)
• Proactive, self-driven, and results-oriented
• Adaptable with willingness to travel (50%)
• Experience working with State-Owned Oil Companies and have also built relationships and worked closely with mid-senior management within ONGC and OIL highly preferred.
  
  

This job requires working from office 5days in a week.

Posting Dates

September 3, 2026 - September 16, 2026

Caterpillar is an Equal Opportunity Employer. Qualified applicants of any age are encouraged to apply

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