Rental Rep with Development

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.

Purpose and Scope:

As a Caterpillar Rental Sales Representative, you will eventually actively contribute in the successful execution of the Rental Strategy and accelerating our growth in this space.

This position will start with a 6-9 month development program prior to taking the rental Sales Representative role.

Objectives & Responsibilities of the Sales Representative role:

Your primary objective will eventually be to drive profitable Rental Revenue Growth with dealers in line with our aggressive 2030 Rental Growth Targets. In addition to this primary target, the successful candidate will also be responsible for Driving Customer Growth, Driving Coverage Growth and delivering the business plan for Caterpillar equipment in the dealer rental fleet. As a Rental Services Territory Manager, you will also support Caterpillar Dealers in planning and executing growth strategies to increase their rental service portfolio profitably.

The role requires a high level of sales, business, and financial acumen as well as strategic planning, and execution skills.

In this end-to-end role, you will need to be able to work successfully with multiple choice makers at the Dealers (General Manager, CFO, Rental Manager, Branch Managers, Salespeople, IT Manager, Marketing Manager, etc.) and within Caterpillar (Rental Services operations experts, Cat Rental Store strategy team, Cat Rental Store Brand & Marketing team, Caterpillar Product Specialists, Factory Supply Chain team, etc.). Teamwork and ability to coordinate many resources is critical.

Prior to taking the Rental Representative role, the development will include a 3 month Caterpillar Training Program, and will be followed by developmental roles inside the rental organization.

The end role responsibilities include (but not limited to):

• Deliver on core Rental metrics of Rental Revenue growth, Customer growth, Coverage growth and ST5 (fleet) growth.
• Guide the annual business planning process to ensure accurate dealer forecasting for rental machines.
• Execute on delivering the annual rental machine business forecast
• Identify, analyze, and resolve problems in dealer rental operations with a focus on problems that are more strategic in nature.
• Counsel and communicate to dealers on fleet additions, outside the Caterpillar business units i.e., Aerial, light towers, etc.
• Guide dealers on an optimal rental rollout strategy which maximizes dealer profitability.
• The job requires travelling and you will have the ability to organize your work as you see fit to preserve your work-life balance while covering the assigned territories and deliver on the objectives.

Desired

Qualifications:

Soft Skills

• Demonstrate strong Business Drive and Accountability
• Able to build relationships by demonstrating business acumen, effective communication, emotional intelligence, and strategic thinking, while always working with a sense of urgency.
• Be a self-starters and perpetual learner with a can-do mindset.
• Strive to provide value to our business partners and make Caterpillar, dealers, and customers more successful.
• Ability to rely on facts & data to recommend and / or make decisions
• "Win The Right Way” guides your decisions and actions.
• Capable of selling ideas and influence with little to no…