Rental & Used Territory Manager

7 months ago

Dubai, United Arab Emirates Caterpillar Full time

**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.

When you join Caterpillar, you're joining a global team that 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.

**What you will do**:
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 Equipment Rental.

**Objectives & Responsibilities**:
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). As a Territory Manager, your target is also to support Caterpillar Dealers in planning and executing ambitious growth strategies to increase their rental 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 decision-makers at the Dealers (General Manager, CFO, Rental Manager, Branch Managers, Salespeople, etc.) and within Caterpillar. Teamwork and the ability to coordinate many resources is therefore critical.

**Role responsibilities**
- 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 dealers’ 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 that maximizes dealer profitability.

**Degree, skills, and experience requirements**:

- Asset Management and Finance knowledge
- Strong written and oral communication skills
- A bachelor’s degree in business or a related area.
- Experience (minimum 8 years) in the rental or Heavy Construction industry will be considered instead of a degree.
- Guidance and accountability
- Demonstrated ability to sell ideas and influence with little to no authority.
- Teamwork and ability to work in a Matrix environment.
- Robust negotiation skills
- Relationship building skills.
- Motivated self-starter
- Energy and resilience

Caterpillar is an Equal Opportunity Employer and considers applicants for all positions without regard to race, color, religion or belief, sex, age, national origin, citizenship status, marital status, military/veteran status, genetic information, sexual orientation, gender identity, physical or mental disability or any other characteristic protected by applicable laws.
- caterpillar.html

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**NB. The panel cannot make assumptions when shortlisting therefore please demonstrate your qualifications and experience on your CV relevant to the criteria outlined.**

**About Caterpillar**

Caterpillar Inc. is the world’s leading manufacturer of construction and mining equipment, off-highway diesel and natural gas engines, industrial gas turbines, and diesel-electric locomotives.

For nearly 100 years, we’ve been helping customers build a better, more sustainable world and are committed and contributing to a reduced-carbon future. Our innovative products and services, backed by our global dealer network, provide exceptional value that helps customers succeed.

**Posting Dates**:
Caterpillar is an Equal Opportunity Employer (EEO).

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