Career Area:

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.

Purpose and Scope: 

As a Caterpillar Rental Sales Representative, you will eventually actively contribute in the successful execution of the Rental Strategy and accelerating our growth in this space.  

This position will start with a 6-9 month development program prior to taking the rental Sales Representative role. 

Objectives & Responsibilities of the Sales Representative role:

Your primary objective will eventually be to drive profitable Rental Revenue Growth with dealers in line with our aggressive 2030 Rental Growth Targets. In addition to this primary target, the successful candidate will also be responsible for Driving Customer Growth, Driving Coverage Growth and delivering the business plan for Caterpillar equipment in the dealer rental fleet. As a Rental Services Territory Manager, you will also support Caterpillar Dealers in planning and executing 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.

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.

Prior to taking the Rental Representative role, the development will include a 3 month Caterpillar Training Program, and will be followed by developmental roles inside the rental organization.

The end role responsibilities include (but not limited to):

• Deliver on core Rental metrics of Rental Revenue growth, Customer growth, Coverage growth and ST5 (fleet) growth.
• Guide the annual business planning process to ensure accurate dealer forecasting for rental machines.
• Execute on delivering the annual rental machine business forecast
• Identify, analyze, and resolve problems in dealer rental operations with a focus on problems that are more strategic in nature.
• Counsel and communicate to dealers on fleet additions, outside the Caterpillar business units i.e., Aerial, light towers, etc.
• Guide dealers on an optimal rental rollout strategy which maximizes dealer profitability.
• The job requires travelling and 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

• Demonstrate strong Business Drive and Accountability
• Able to build relationships by demonstrating business acumen, effective communication, emotional intelligence, and strategic thinking, while always working with a sense of urgency.
• Be a self-starters and perpetual learner with a can-do mindset.
• Strive to provide value to our business partners and make Caterpillar, dealers, and customers more successful.
• Ability to rely on facts & data to recommend and / or make decisions
• "Win The Right Way” guides your decisions and actions.
• Capable of selling ideas and influence with little to no authority
• Teamwork and ability to work in a Matrix environment
• Demonstrate fortitude when encountering resistance and strong negotiation skills

Hard Skills

• Good understanding of Asset Management and Finance
• Good Project Management skills
• Excellent Sales and Negotiation skills
• Strong written and oral communication skills
• A Bachelor's degree in business or a related area.
• 5+ years of experience post degree

Top Candidates Will Also Have:

• Knowledge of Rental Services Operations in Europe
• Understanding of Construction equipment and applications

• Deep understanding of rental Sales & Operations
• Track record in working with a rental distribution network to comply with excellence standards
• History of high impact performance in a dynamic business climate
• Managerial level rental industry experience (Sales Manager, Fleet Manager, operations Manager)
• Demonstrated record of strong sales performance
• Experience in dealer or subsidiary network management
• Worked at medium to large matrix organization
• German language skills

Additional Information:

• A valid Swiss work permit or Swiss or EU-25/EFTA citizenship is required for this position / A valid work permit or EU-25/EFTA citizenship is required for this position.
• This role requires up to 50% of business travel time.

Posting Dates:

Caterpillar is an Equal Opportunity Employer.  Qualified applicants of any age are encouraged to apply

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