National Account Manager, Rental

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 National Account Manager, you will work to grow rental services National Account revenue with new and existing National Account customers and build a portfolio of National Account business through the 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 accounts and critical customer relationships to grow revenue within and across your portfolio year-over-year.    

Exciting things continue to happen at Caterpillar, and one very exciting place we are innovating and expanding is Global Rental. Our customers are more often looking for rental solutions to help them build a better world, which drives significant opportunities for Caterpillar and our dealers. As Caterpillar’s commitment to rental continues, we’re seeing our business grow through the expansion of solutions such as The Cat Rental Store.

As a Cat Rental National Account Manager, you can expect to:

• Partner with dealers to develop rental capabilities.

• Lead contract negotiations with National Account prospects.

• Develop and maintain effective internal partner relationships and relationships with major customers to achieve sales objectives.  

• Develop and execute account strategies and activities for specified accounts; establish high-level relationships with decision makers and identify business needs and problems.

• Develop and implement market strategies for key industries and customers, secure commitments from Caterpillar and dealer resources, and assure continued customer satisfaction.

• Provide consultation to various departments within Caterpillar regarding the direction and strategies key industry leaders will adopt in the future.

• Consult with dealers and districts about rental revenue, sales, and service support for 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 ensure product health to maintain and enhance rental revenue growth.

• Make regular visits to customer locations in your assigned area to advise and counsel potential customers. 

• Ensure that account decision makers are fully exposed to the features/ benefits available from Caterpillar products and dealers before they finalize purchasing decisions.

• Manage assignment compliance and stay current with new industry trends, technology, and regulations affecting the competitive environment.

What You Have

• Experience selling or marketing within the construction, heavy equipment, or related industry. 

• Progressive experience in sales or strategic account management roles .

• Strong value selling, influencing, and negotiation skills.

• Proven track record of sales success with documented results.

• Effective relationship management skills and proven relationship builder.

• Understanding of/experience with dealer or distributor business models.

• Ability to travel 50%+.

Top Candidates Will Also Have

• National strategic/National Accounts experience.

• Experience in the rental or used equipment industry.

• Experience selling and understanding large contracts.

• Supervisory experience or experience as a fully contributing member on significant projects and teams. 

Territory Details

• This role covers 5 states: Oregon, Washington, Idaho, Montana & Alaska, traveling 50% of the time.

• The preferred work location is Washington State or near a major airport, however, other work locations within the territory may be considered.

• Domestic relocation assistance is available in territory with proximity to a Caterpillar office.

At Caterpillar, we believe each person is unique and valued. We are committed to ensuring that our workplace is diverse and representative of the many customers we serve around the globe. Different perspectives help us achieve our best work. We come together to form a high-performing Caterpillar team that makes positive changes in the communities where we live and work.

Summary Pay Range:

$123,480.00 - $185,280.00

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:

Annual incentive bonus plan*

Medical, dental, and vision coverage

Paid time off plan (Vacation, Holiday, Volunteer, Etc.)

401k savings plan

Health savings account (HSA)

Flexible spending accounts (FSAs)

Disability benefits

Life Insurance

Parental leave

Healthy Lifestyle Programs

Employee Assistance Programs

Voluntary Benefits and Employee Discounts

Tuition Reimbursement

Career Development

*Subject to annual eligibility and incentive plan guidelines .

Relocation is available for this position.Visa Sponsorship is not available for this position. This employer is not currently hiring foreign national applicants that require or will require sponsorship tied to a specific employer, such as, H, L, TN, F, J, E, O. 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.

Posting Dates:

April 8, 2024 - April 21, 2024

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 .