Rental National Account 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.

As a Caterpillar Rental National Account Manager, you will drive national account rental revenue by growing relationships with new and existing customers while building a strong portfolio of national account business. In this role, you will work closely with Caterpillar dealers to strengthen rental capabilities, elevate customer experience, and deliver year-over-year growth across your account portfolio.

• Build and maintain strong relationships with internal partners and major customers to achieve sales objectives.
• Lead contract negotiations with new national account prospects.
• Develop and execute account strategies for assigned customers, identify business needs, and create solutions that drive results.
• Implement market strategies for key industries and customers while aligning Caterpillar and dealer resources to support customer satisfaction.
• Advise internal Caterpillar teams on industry direction, customer priorities, and emerging strategic needs.
• Consult with dealers and districts on rental revenue, product sales, and service support across the portfolio.
• Travel regularly to customer locations to resolve issues, strengthen relationships, and identify future product needs.
• Support assigned customers through product and program planning that helps maintain product health and accelerate rental revenue growth.
• Ensure account decision-makers understand the full value of Caterpillar products, dealer capabilities, and available solutions before finalizing purchasing decisions.
• Collaborate with dealers to strengthen rental capabilities and expand account support.

• Customer Focus:
  Demonstrated ability to align products and services to customer business needs and deliver effective solutions.
• Industry Knowledge:
  Experience selling or marketing within construction, heavy rental equipment, or a related industry.
• Negotiating:
  Strong value-selling, influencing, and negotiation skills, with the ability to navigate complex conversations and drive results.
• Relationship Management:
  Proven ability to build trust, develop strong partnerships, and work effectively within dealer or distributor business models.
• Account Management:
  Ability to use data, sales history, and performance metrics to guide account strategy and drive customer and dealer engagement.
• Value Selling:
  Identifies customer needs and connects products, services, and solutions to measurable value that supports account growth and long-term partnership

• Rental national sales or national account management experience.
• Experience negotiating and managing large contracts.
• Experience in the rental or used equipment industry.
• Experience contributing as a key member of significant projects.
• Demonstrated leadership qualities and attributes.

• This position may be located in Bloomington, MN or Peoria, IL.
• Relocation assistance is available for eligible candidates.
• Visa sponsorship is not available for this position.
• This role requires 50% or more travel.
• This role supports six Cat dealers across the Midwest district:
  Altorfer, Butler, Foley, Fabick, Nebraska, and Ziegler.

$ - $

• Medical, dental, and vision benefits*
• Paid…