Rental Sales Territory Manager (mwd)

Career Area : Sales

Job Description :

Your Work Shapes the World at Caterpillar Inc.

When you join Caterpillar yourejoining 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 dontjust 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 Territory Manager you will contribute to the successful and profitable growth of The Cat Rental network operated by Caterpillar Dealers in Western and Northern Europe. This role is critical to Caterpillars major growth strategy in Equipment Rental.

Objectives & Responsibilities :

Your primary objective is to drive profitable Rental Revenue Growth with one of our larger European (Core) dealers in line with our aggressive 2030 Rental Growth 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. A deep understanding of the European Equipment Rental Services business and significant experience working for an OEM (Original Equipment Manufacturer) are required to be successful in the job.

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.

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 Leadership 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 authority

Teamwork and ability to work in a Matrix environment

Demonstrate fortitude when encountering resistance and strong negotiation skills

Hard Skills

Deep knowledge of Rental Services Operations in Europe

Good understanding of Asset Management and Finance

Good Project Management skills

Understanding of Construction equipment and applications

Excellent Sales and Negotiation skills

Strong written and oral communication skills

A Bachelors degree in business or a related area.

Experience (5 years) in the rental industry will be considered in lieu of degree

Top Candidates Will Also Have :

Deep understanding of rental Sales & Operations

Track record in working with a rental distribution network to comply with excellence standards

History of high impact performance in a dynamic business climate

Managerial level rental industry experience (Sales Manager Fleet Manager operations Manager)

Demonstrated record of strong sales performance

Experience in dealer or subsidiary network management

Worked at medium to large matrix organization

German language skills

Additional Information :

A valid work permit or EU-25 / EFTA citizenship is required for this position.

This role requires up to 50% of business travel time.

Posting Dates :

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

Not ready to apply Join our Talent Community.

Required Experience :

Manager

Key Skills

Channel Partners,Customer Service,Revenue Growth,Product Knowledge,Sales Meetings,Account Management,CRM,Salesforce,Customer Base,New Customers,Territory,Trade shows,Sales Goals,Sales Process,New Clients

Employment Type : Full Time

Experience : years

Vacancy : 1