Sales Representative

**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.

As a Sales Representative (Rental & Used), you will support the Dealer Rental & Used business in achieving Rental Revenue Growth, Customer growth, and Coverage Growth goals.

**Job Summary**

The role’s primary objective is to grow the Rental Revenue by growing Caterpillar machines and work tools in Dealer rental fleets and delivering your Annual Business Plan. As a Rental Sales Territory Manager, your objective is also to support Caterpillar Dealers in planning and executing ambitious growth strategies to profitably increase their rental service portfolio. 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, IT Manager, Marketing Manager, etc.) and within Caterpillar (Rental Services operations experts, Cat Rental Brand & Marketing team, Caterpillar Product Specialists, Sales & Operations team, etc.). Teamwork and the ability to coordinate many resources are critical.

**Job Description**:
**What You Will Do**
- Own it - Execute on delivering the annual rental revenue, customer and coverage growth and machine business goals.
- Drive it - Lead the annual business planning process to ensure accurate dealer fleet planning and forecasting for rental machines - Cat, work tools, Allied, SEM, and Used.
- Be it - Be the face of Caterpillar as the sales liaison among dealers, customers, and other Caterpillar personnel.
- Solve it - Identify, analyze, and resolve problems in the dealer rental operations industry with a focus on problems that are more strategic in nature.
- Coach it - Counsel dealers on Caterpillar Rental configurations best suited for the rental industry and resale.
- Measure it - Evaluate individual dealer performance and develop appropriate recommendations to optimize dealer participation in the rental opportunity for the assigned territory.
- Improve it - Conduct detailed analyses of dealer rental and used operations (coverage, forecasting, fleet management, rental fleet utilization, sales & operations planning, etc.) with special emphasis on streamlining processes and improving dealer capability and profitability.
- Expand it - Identify the potential Market opportunities within Existing and Emerging Markets to expand the Dealer's offering to provide complete customer solutions, including Rental and Used.
- Train It - Evaluate the training needs of dealer rental operations staff and leverage materials and resources to satisfy those training requirements.
- Guide it - Guide dealers on an optimal rental rollout strategy that maximizes dealer profitability.
- Understand it - Counsel dealers on competitors and the competitive landscape.
- Manage it - Manage Rental support programs within budget to reach rental objectives.

**What You Have**
- ** Customer Focus**: Knowledge of the customer value proposition and practices that align customer needs and satisfaction as primary considerations in all business decisions and the ability to leverage that information in creating customized customer solutions.
- ** Decision Making & Critical Thinking**: High level of business and financial acumen as well as strategic planning and execution skills
- ** Effective Communications**: Always focused on matching the right message to the audience; clear verbal and written communication.
- ** Negotiating**: Ability to negotiate successfully across a matrix organization and with external partners/clients constructively and collaboratively.
- ** Relationship Management**: Ability to work successfully with multiple decision makers at the Caterpillar dealerships and within Caterpillar.
- **Business Development**: Demonstrated record of strong sales performance; ability to explore and develop potential areas of business growth.
- ** Value Selling**: Ability to sell ideas and influence with little to no authority
- A deep understanding of the Equipment Rental business and experience working for an OEM (Original Equipment Manufacturer)
- Demonstrated record of strong sales performance
- History of high impact performance in a dynamic business climate
- Experience in the rental or construction equipment industry
- Proficient in Mandarin; required for communicating with Chinese-speaking customers.

**Additional Details**
- Territory: This role covers 3 to 4 Caterpillar Dealers across the assigned region.
- Required business travel: 60%
- This position requires **working onsite five days a week