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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 Services and Sales Territory Manager , you will contribute to the successful and profitable growth of The Cat Rental Store network operated by Caterpillar Dealers in Mountain West District This role is critical to Caterpillar’s major growth strategy in Equipment Rental.

Objectives & Responsibilities:

Your primary objective is to Support the growth of Profitable Rental Revenue with our Caterpillar Dealers which will lead to increasing the field population of Caterpillar machines and work tools in Dealer rental fleets. A key deliverable is to achieve your Annual Business Plan (machine and work tools sales to dealers). In addition, as a Rental Services and Sales Territory Manager , your objective is also to support Caterpillar Dealers in planning and executing ambitious Rental growth strategies to increase their overall rental service portfolio “profitably”.

In this end-to-end role, you will need to be able to work successfully with multiple decision 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.

What You’ll Do

• Own it - Lead the annual business planning process to ensure accurate dealer forecasting for rental machines.

• Drive it - Execute on delivering the annual rental machine business forecast

• Manage it - Manage sales support programs within budget to reach sales objectives.

• Be it - Be the face of Caterpillar as the sales liaison among dealers, customers and other Caterpillar personnel.

• Solve it - Identify, analyze and resolve problems in dealer rental operations industry with a focus on problems that are more strategic in nature.

• Coach it – Counsel dealers on Caterpillar Rental configurations best suited for the rental industry and resale.

• Communicate it – Counsel and communicate to dealers on fleet additions, outside the Caterpillar business units i.e. Aerial, light towers, etc.

• Measure it - Evaluate individual dealer performance and develop appropriate recommendations to optimize dealer participation in the rental opportunity for the assigned territory.

• Improve it - Conduct detailed analyses of dealer rental and used operations (coverage, forecasting, inventory management, rental fleet utilization, and orders and claims processing, etc.) with special emphasis on streamlining processes and improving dealer capability and profitability.

• Expand it - Identify the potential Market opportunities within Existing and Emerging Markets to expand the Dealers offering to provide full customer solutions including Rental and Used.

• Train It - Evaluate the training needs of dealer rental operations staff and leverage materials and resources to satisfy those training requirements.

• Understand it - Counsel dealers on competitors and the competitive landscape.

• Guide it - Guide dealers on an optimal rental rollout strategy which maximizes dealer profitability.

What You Have (Skills & Experience):

• Customer Focus: Knowledge of the values and practices that align customer needs and satisfaction as primary considerations in all business decisions and ability to leverage that information in creating customized customer solutions.

• Industry Knowledge: Knowledge of the organization's industry group, trends, directions, major issues, regulatory considerations, and trendsetters; ability to apply industry knowledge appropriately.

• Decision Making & Critical Thinking: High level of business and financial acumen as well as strategic planning, and execution skills

• Effective Communications : Always focused on matching the right message to the audience; clear verbal and written communication.

• Negotiating: Ability to negotiate successfully across a matrix organization and with external partners / clients in a constructive and collaborative manner.

• Relationship Management : Ability to work successfully with multiple decision makers at the Caterpillar dealerships and within Caterpillar.

• Business Development: Demonstrated record of strong sales performance; ability to explore and develop potential areas of business growth.

• Value Selling: Ability to sell ideas and influence with little to no authority.

Top Candidates Will Also Have:

• A deep understanding of the US Rental business and/or experience working for an OEM (Original Equipment Manufacturer)

• History of high impact performance in a dynamic business climate

• Demonstrated record of strong sales performance

• Experience in the rental or construction equipment industry

Additional Details:

• Travel: 50- 60% (a company vehicle and cell phone stipend are provided).

• Territory: This role covers 4 Caterpillar Dealers in 6 states

• Remote locations will be considered on a case-by-case basis for this role; however, you must reside within the district, preferably near Denver, Phoenix or a major metro area

Summary Pay Range:

$126,000.00 - $189,000.00

Compensation and benefits offered may vary depending on multiple individualized factors, job level, market location, job-related knowledge, skills, individual performance and experience. Please note that salary is only one component of total compensation at Caterpillar.

Benefits:

Subject to plan eligibility, terms, and guidelines. This is a summary list of benefits.

• Medical, dental, and vision benefits*

• Paid time off plan (Vacation, Holidays, Volunteer, etc.)*

• 401(k) savings plans*

• Health Savings Account (HSA)*

• Flexible Spending Accounts (FSAs)*

• Health Lifestyle Programs*

• Employee Assistance Program*

• Voluntary Benefits and Employee Discounts*

• Career Development*

• Incentive bonus*

• Disability benefits

• Life Insurance

• Parental leave

• Adoption benefits

• Tuition Reimbursement

• These benefits also apply to part-time employees

Posting Dates:

March 27, 2025 - April 6, 2025

Any offer of employment is conditioned upon the successful completion of a drug screen.

EEO/AA Employer. All qualified individuals - Including minorities, females, veterans and individuals with disabilities - are encouraged to apply.

Not ready to apply? Join our Talent Community (http://flows.beamery.com/caterpillarinc/talcom) .