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Cat Rental National Account Manager job

Caterpillar jobs




Company Description

For more than 90 years, Caterpillar Inc. has been making sustainable progress possible and driving positive change on every continent. Customers turn to Caterpillar to help them develop infrastructure, energy and natural resource assets. With 2016 sales and revenues of $38.537 billion, Caterpillar is the world's leading manufacturer of construction and mining equipment, diesel and natural gas engines, industrial gas turbines and diesel-electric locomotives. The company principally operates through its three product segments - Construction Industries, Resource Industries and Energy & Transportation - and also provides financing and related services through its Financial Products segment.

Job Description

DescriptionAt Caterpillar, you build what matters-whether it's the career you want, crucial work skills, strong relationships or new digital technologies. There are big jobs to be done worldwide from building critical infrastructure and bolstering local economies to meeting the demand for energy. This work is powered by the by the people and solutions of Caterpillar. This is work that matters.Exciting things continue to happen at Caterpillar and one very exciting place where we are innovating and expanding is Global Rental. Our customers, more and more, are looking to rental solutions to help them build a better world which drives significant opportunity for Caterpillar and our dealers. Caterpillar's commitment to rental continues, we're seeing our business grow through expansion of solutions such as The Cat Rental Store and we need your help.As a Cat Rental National Account Manager, you will grow national account revenue with existing national account customers and build a portfolio of new national account business through development of sound business relationships. You will work closely with our dealer network, building their capabilities to meet and exceed national account customer expectations. You will build a portfolio of agreements and build critical customer relationship in order to grow year over year revenue within and across your portfolio.When you join Caterpillar as a Cat Rental National Account Manager, you can expect to:* Partner with dealers to develop rental capabilities.* Lead contract negotiations with new national account prospects.* Develop and maintain effective internal partner relationships as well as relationships with major customers in order to achieve sales objectives.* Develop and execute account strategies and activities for specified accounts; establish high-level relationships with business decision makers and identify business needs and problems.* Develop and implement market strategies for key industries and customers, as well as secure commitments from Caterpillar and dealer resources to assure continued customer satisfaction.* Provide consultation to various departments within Caterpillar regarding the direction and strategies that key industry leaders will be adopting in the future.* Consult with dealers and districts about rental revenue, sales and service support of products in your portfolio.* Travel in the field to monitor and resolve issues regarding customer satisfaction and future product needs.* Develop product support and other types of program planning for assigned customers, take steps necessary to assure product health in order to maintain and enhance rental revenue growth.* Make regular visits to customer locations in your assigned area to provide advice and counsel to potential customers.* Ensure that account decision makers have been fully exposed to the features/ benefits available from Caterpillar products and dealers, before they finalize purchasing decisions.* Manage the compliance of assignments and keep up to date with new industry trends, changing technology and regulations affecting the competitive environment.QualificationsBasic Qualifications* Bachelor's degree from an accredited college or university or equivalent work experience (4 years) relevant to this role.* 8 or more years of experience within the construction industry. Experience in the rental or used equipment industry is preferred.* Previous national account management experience.Top Candidates will also have:* Supervisory experience or experience as a fully contributing member on significant projects and/or teams.* Broad business background, specific long-term industry knowledge and excellent communication skills.* Ability to deal with sensitive issues, mentor and coach, and/or persuade others on new methods of equipment sourcing, application, new technology and distribution methods.This position requires 50% travel.Relocation assistance is available for this position.Caterpillar is an Equal Opportunity Employer (EEO) EEO/AA Employer. All qualified individuals - including minorities, females, veterans and individuals with disabilities - are encouraged to applyCaterpillar is not currently hiring individuals for this position who now or in the future require sponsorship for employment visa status; however, as a global company, Caterpillar offers many job opportunities outside of the U.S. which can be found through our employment website at www.caterpillar.com/careers.
Estimated annual salary


  • Contact regular and prospective customers to demonstrate products, explain product features, and solicit orders.
  • Recommend products to customers, based on customers' needs and interests.
  • Answer customers' questions about products, prices, availability, product uses, and credit terms.
  • Estimate or quote prices, credit or contract terms, warranties, and delivery dates.


  • Reading ComprehensionUnderstanding written sentences and paragraphs in work related documents.
  • Active ListeningGiving full attention to what other people are saying, taking time to understand the points being made, asking questions as appropriate, and not interrupting at inappropriate times.
  • SpeakingTalking to others to convey information effectively.
  • Critical ThinkingUsing logic and reasoning to identify the strengths and weaknesses of alternative solutions, conclusions or approaches to problems.


  • Administration and ManagementKnowledge of business and management principles involved in strategic planning, resource allocation, human resources modeling, leadership technique, production methods, and coordination of people and resources.
  • Sales and MarketingKnowledge of principles and methods for showing, promoting, and selling products or services. This includes marketing strategy and tactics, product demonstration, sales techniques, and sales control systems.
  • Customer and Personal ServiceKnowledge of principles and processes for providing customer and personal services. This includes customer needs assessment, meeting quality standards for services, and evaluation of customer satisfaction.
  • English LanguageKnowledge of the structure and content of the English language including the meaning and spelling of words, rules of composition, and grammar.



Company - Public




Over $10B


Multiple locations


Manufacturing - Machinery




Jim Umpleby

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