Rental & Used Operations Rep

at  Caterpillar

WHO WE ARE:

Cat® Rental offers the largest construction equipment rental fleet in the world. From our well-known Cat earthmoving machines, excavators, skid steer loaders, backhoes, pavers and compactors, work tools and power generators to equipment from more than 70 other top-tier brands including aerial work platforms, compressors, concrete, HVAC, or dumpers.

JOB SUMMARY

As a Caterpillar Rental Sales Territory Manager, you will contribute to the successful and profitable growth of caterpillar’s construction industries product lines, represented by caterpillar dealers. This role is critical to caterpillar’s growth strategy in rental equipment.
Your primary aim is to grow the field population of caterpillar machines and work tools in caterpillar dealer heavy rents and rental services fleets and deliver your annual business plan (machine and work tools sales to dealers). You will also support our dealers in planning and executing ambitious growth strategies to increase their rental portfolio profitably.

DEGREE OR EQUIVALENT EXPERIENCE

• A completed bachelor’s degree in engineering, marketing, or finance.
• 4 years minimum experience in a similar role.
• Must be proficient in French and English.
• No Payroll change/ISE/relocation assistance will be provided.
• Travel time: on average 25% - 50% within West and East Africa.

SKILLS YOU WILL HAVE:

• Business Development: Knowledge of business development tools, techniques, and approaches; ability to explore and develop potential areas of business growth for the organization.
• 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.
• 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.
• Relationship Management: Knowledge of relationship management techniques; ability to establish and maintain healthy working relationships with clients, vendors, and peers.
• 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.

NB. THE PANEL CANNOT MAKE ASSUMPTIONS WHEN SHORTLISTING THEREFORE PLEASE DEMONSTRATE YOUR QUALIFICATIONS AND EXPERIENCE ON YOUR CV RELEVANT TO THE CRITERIA OUTLINED.

Pending the number of applications, the criteria for the position may be enhanced to facilitate shortlisting.

In this end-to-end role, you will need to work successfully with multiple decision makers at the dealers and within Caterpillar. Teamwork and ability to coordinate many resources is therefore critical.

• Guide the annual business planning process to ensure accurate dealer rental revenue forecasting.
• 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.
• Counsel dealers on caterpillar rental configurations best suited for the rental industry and resale.
• Liaise with the caterpillar allied vendor program teams to explore rental revenue opportunities to support dealer’s growth agendas.
• Evaluate individual dealer performance and develop appropriate recommendations to optimize dealer participation in the rental opportunity for the assigned territory.
• 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.