Senior Rental Sales Territory Manager

Career Area:

Job Description:

Senior Rental Sales Territory Manager

Purpose and Scope:

As a Caterpillar Senior Rental Sales Territory Manager, you will contribute to the successful and profitable growth of The Cat Rental Store network operated by Caterpillar Dealers in Western and Northern Europe. This role is critical to Caterpillar’s major growth strategy in Equipment Rental.

Objectives & Responsibilities:

Your primary aim is to grow the field population of Caterpillar machines and work tools in Caterpillar Dealer Rental Services fleets and deliver your Annual Business Plan (machine and work tools sales to dealers). As a Senior 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):

• 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 Bachelor’s 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 Sales & Operations Planning processes
• Track record in working with 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

Caterpillar is an Equal Opportunity Employer and considers applicants for all positions without regard to race, color, religion or belief, sex, age, national origin, citizenship status, marital status, military/veteran status, genetic information, sexual orientation, gender identity, physical or mental disability or any other characteristic protected by applicable laws. Caterpillar is committed to creating a dynamic work environment that values diversity and inclusion, respect and integrity, customer focus, and innovation. For more information, visit https://www.caterpillar.com/en/careers/why-caterpillar.html

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

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Caterpillar is an Equal Opportunity Employer (EEO).

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