Strategic Account Manager

Rental Strategic Account Manager

Looking for more than just a job? At Thompson Machinery, we've been powering progress since 1944. We are the go-to Caterpillar dealer for Middle and West Tennessee and North Mississippi. Come join a team where our mission is simple: deliver smart solutions, build lasting partnerships, strengthen the communities we call home and invest in your growth.

The purpose of this position is to target and grow strategic rental accounts and support the development of National Accounts working directly with Caterpillar National Account Manager. The focus for this position is on accounts that have over $250,000 within our territory, and accounts that have over $500,000 potential rental revenue per calendar year in at least (2) dealers' territory.

• Obtain 100% of business plan net revenue goals based on strategic account targets.
• Collaborate with other sales and operational management to develop key rental target accounts.
• Work to obtain overall financial utilization with strategic accounts with the following goals: CAT Equipment = 30%, Allied Equipment = 50%
• Work to develop marketing plans to penetrate new accounts.
• Be sure all policies, procedures and processes are being followed as the related to the TMCC Employee Guidebook.
• Oversee the negotiations of major rental sales opportunities.
• Assist Cat National Account Manager with growth, implementation, and all other customer related issues.
• Schedule quarterly meetings with rental management to update on account progress.
• Follow up with all strategic accounts on outstanding accounts receivable as needed.
• Work with Rental Asset Manager on fleet (spec) needs and growth opportunities.
• Develop strategic account plans and strategies.
• Work with Multi-Territorial Customers to increase rental market share within Cat Rental Stores.
• Work with existing rental representatives to develop key target accounts within their specific territories.
• Lost Rent Report to be submitted a minimum of once a month.
• 100% of management requests, special assignments or projects to be completed within the specified time.
• Consistent communications with the rental sales team, and all other departments within Thompson Machinery on progress, issues, needs, etc.
• Work with other Cat dealers as needed to develop strategic accounts.
• Schedule & develop training to meet strategic customer account requirements.
• Attend a Quarterly KPI Rental meeting.
• Develop customer incentive programs to increase rental market share.
• Be a consultative salesperson to the key executive decision makers of our strategic accounts.
• Attend scheduled order to cash meetings/accounts receivable.
• Work with Rental Sales Managers to assist in scorecards goals related to strategic accounts.
• Work with General Rental Manger and Rental Asset Manager on forecasting and planning.
• Work with all rental representatives throughout our territory as needed.
• Work and develop relationship with all Allied vendors.
• Work with all Strategic Account Managers at other Cat dealers as needed.
• May have to lift up to 25-30 pounds on occasion.
• Must reside in, or be willing to relocate to the area, to cover the assigned territory.
• Requires frequent hand use for typing, operating the phone, handling materials, and other job-related tasks.
• May work in situations where hazards may be present.
• Other duties as assigned.

We all have different backgrounds, yet we all use our unique contributions to provide the highest quality of service.

• A college degree, formal college training, and/or additional training in the following areas preferred.
• Must have a minimum of 10 years of rental sales experience. Some closely related industries would include construction, engineering, and equipment distribution.

• Knowledge and understanding of the training and support capabilities within the Caterpillar organization.
• Knowledge of the operations, sales, service and all other systems that pertain to account growth.
• Ability to write proposals, emails, memos etc. to executive level managers.
• Ability to organize and deliver basic rental training on products, operations, sales, service and systems.
• Assessment techniques of examining, questioning, evaluating and reporting on the performance of each strategic account.
• A working knowledge of Microsoft Word, Excel, PowerPoint, Integrated Rental Solutions and DBS.
• Candidate must have great people skills, an enthusiastic personality, a proven communicator, and ability to teach in the classroom.
• Sound organizational skills with the ability to coordinate programs and logistics associated with the programs.
• Mechanical aptitude would be very beneficial.

At Thompson Machinery, we believe that great benefits are more than just perks- they're essential for employee well-being and success. We've designed a benefits package that goes beyond the ordinary, ensuring that our team members thrive both…