Eame Rental Sales Director

**Career Area**:
Sales

**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.

**About EPD**

**Job Summary**

We have an exciting remote opportunity for an experienced Sales Director to ensure Caterpillar achieves sales, PRRO, price realization, product support growth, variance management, aftermarket growth, warranty/policy management, customer satisfaction, distribution management, coordinate & develop Reps, and dealer infrastructure development for long term success of business in assigned products to meet objectives.

You will assume accountability for making decisions and recommendations to achieve both annual and long-term strategic advantage. This integral role significantly contributes to the Division’s long-term leadership position and value chain profitability.

**What You Will Do**:
Reporting (R) & Supporting (S) this position are: Regional sales teams (R), EAME National Accounts (R-Future TBD). Incumbent also has responsibilities to work in alignment with EP Rental Aftermarket and REPS & LEPS Aftermarket Field Reps.

The key role of this assignment is to manage the outward facing division.
- Hands on leadership style preferred as a developing regional business for Cat.
- Focus on setting and achieving specific goals and incremental growth plans.
- Design, measure and improve dealer participation metrics, drive rental engagement / expansion efforts for EAME.
- Inventory Pipeline - actively manage inventory pipeline for region working with dealers, sales teams and forward planning process.
- Sales Merchandizing Programs - leverage available RSP (program) funds to assist in the delivery of EAME objectives.
- Work closely with the marketing group, the business analyst(s) team, National Accounts, Cat Financial Services Corp (CFSC), and the area Distribution Services Divisions (DSD) representatives and offices.
- Create individualized sales and development plans by dealer to meet sales goals and dealer performance metrics.
- Establish multi-year geographic specific sales development goals.
- Design Dealer Engagement Programs - to improve the regional performance and participation in both Equipment Purchase / Regional Rental Performance
- Ability to create strong intercompany and interdepartmental relationships.
- Parts & Service Aftermarket plan development - expand parts and service sales opportunities for the Rental Enterprise
- Project, and leverage marketing for regional activity improvement

**What You Will Have**:
**Decision Making and Critical Thinking**:Knowledge of the decision-making process and associated tools and techniques; ability to accurately analyze situations and reach productive decisions based on informed judgment.

Level Extensive Experience:

- Assesses and validates decision options and points and predicts their potential impact.
- Advises others in analyzing and synthesizing relevant data and assessing alternatives.
- Ensures that assumptions and received wisdom are objectively analyzed in decisions.

**Level Working Knowledge**:

- Delivers helpful feedback that focuses on behaviors without offending the recipient.
- Listens to feedback without defensiveness and uses it for own communication effectiveness.
- Looks for and considers non-verbal cues from individuals and groups.

**Negotiating**:Knowledge of successful negotiation concepts and techniques; ability to negotiate successfully across the organization and with external vendors and clients in a constructive and collaborative manner.
**Level Working Knowledge**:

- Works to achieve win-win in negotiations, rather than taking a win-lose approach.
- Focuses on issues rather than personalities.
- Uses active listening and probing techniques to surface problems, issues, and interests.

**Relationship Management**: Knowledge of relationship management techniques; ability to establish and maintain healthy working relationships with clients, vendors, and peers.
**Level Extensive Experience**:

- Participates in negotiations and conducts periodic reviews of work effort, progress, issues, and successes.
- Maintains productive, long-term relationships with clients or vendors.
- Empowers others to establish collaborative, healthy relationships.

**Business Development**:Knowledge of business development tools, techniques and approaches; ability to explore and develop potential areas of business growth for the organization.
Level Working Knowledge:

- Summarizes the stages of the business development lifecycle.
- Assists in creating an incentive plan to encourage new business growth and development.