Senior Sales Representative (Southern District)

Career Area:

Job Description:

Your Work Shapes the World at Caterpillar Inc.

When you join Caterpillar yourejoining 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 dontjust 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.

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Job Description:

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

The roles 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 Representative your objective is also to support Caterpillar Dealers in planning and executing ambitious growth strategies to profitably increase their Heavy Rents Plus service 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 operations experts Cat Rental Brand & Marketing team Caterpillar Product Specialists Sales & Operations team etc.). Teamwork and the ability to coordinate many resources are critical.

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 Dealers 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:

Industry Knowledge: Knowledge of the organizations industry group trends directions major issues regulatory considerations and trendsetters; ability to apply industry knowledge appropriately.

Decision Making & Critical Thinking: High level of business and financial acumen as well as strategic planning and execution skills

Effective Communications and Relationship Management: Always focused on matching the right message to the audience; clear verbal and written communication. Ability to work successfully with multiple decision makers at the Caterpillar dealerships and within Caterpillar.

Negotiating: Ability to negotiate successfully across a matrix organization and with external partners/clients constructively and collaboratively.

Business Development and Customer Focus: Demonstrated record of strong sales performance; ability to explore and develop potential areas of business growth. 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.

Value Selling: Ability to sell ideas and influence with little to no authority

Basic Requirements:

• Bachelors degree

• English Advanced

• Industry Experience (Construction or/and Rental).

• Sales Experience

• Experience in increasing sales and growing businesses.

• Experience with Dealers

Top Candidates Will Also Have

• 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

Additional Information

• Territory: This role covers 4 to 5 Caterpillar Dealers within Southern Latin America

• Required Business Travel: approximately 60%

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Posting Dates:

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

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