Rental Sales Territory Manager

**Career Area:**:Marketing / Sales / Product Support

**Job Description:**:**Rental Sales Territory Manager**
**Purpose and Scope**:
As a Caterpillar Rental Sales Territory Manager, you will contribute to the successful and profitable growth of The Cat Rental Store network operated by Caterpillar Dealers in Southern & Central 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 Rental Services Territory Manager, your target is also to support Caterpillar Dealers in planning and executing ambitious 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
- Manage sales support programs within budget to reach sales objectives.
- Be the face of Caterpillar as the sales liaison among dealers, customers, and other Caterpillar personnel.
- Identify, analyze, and resolve problems in dealer rental operations with a focus on problems that are more strategic in nature.
- Counsel dealers on Caterpillar Rental configurations best suited for the rental industry and resale.
- Counsel and communicate to dealers on fleet additions, outside the Caterpillar business units i.e., Aerial, light towers, etc.
- Evaluate individual dealer performance and develop appropriate recommendations to optimize dealer participation in the rental opportunity for the assigned territory.
- 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.
- Identify the potential Market opportunities within Existing and Emerging Markets to expand the Dealers offering to provide full customer solutions including Rental and Used.
- Evaluate the training needs of dealer rental operations staff and leverage materials and resources to satisfy those training requirements.
- Counsel dealers on competitors and the competitive landscape.
- Guide dealers on an optimal rental rollout strategy which maximizes dealer profitability.
- _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
- Guidance and accountability
- Demonstrated ability to sell ideas and influence with little to no authority (A go getter, takes initiative, and has a fire inside them)
- Teamwork and ability to work in a Matrix environment
- Demonstrated fortitude when encountering resistance and strong negotiation skills
- Strong systematic and business acumen (know how we make money)
- Relationship building skills (must be a team player, that is what it is all about)
- Motivated self-starter (eager, excited, and proactive about their job)
- A positive attitude - make each day count

Hard Skills
- Asset Management and Finance
- Rental Services Operations
- Project Management
- 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
- History of high impact performance in a dynamic business climate
- Managerial level rental industry experience
- Demonstrated record of strong sales performance
- Worked at medium to large matrix organization

Caterpillar is an Equal Opportunity Employer (EEO).

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