Career Area:

Sales

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.

Cat Rental & Used is part of the Construction Industries segment and supports the Cat® dealer network to deliver customer rental solutions and profitably grow dealer rental revenue, customers and coverage. The team delivers world-class rental (heavy rents and rental services) & used customer services.​​​​​​​​

As a Rental Key Account Manager, you will work with selected Cat Dealers in Central-North Europe to grow the Europe Rental Key Account Program. You will focus on building a portfolio of new customers and develop the relationship with existing accounts. You will act as a liaison between the Cat dealer network and the customers and will ensure both customer satisfaction and Dealer revenue growth.

What You Will Do:

Grow the number of accounts in the program for selected countries:

• Identify industry segments with strong growth potential.
• Develop a deep understanding of specific segments value chain, rental needs, and decision-making process.
• Work with dealers to identify and qualify new account opportunities.
• Offer qualified accounts to join the Europe Rental Key Account Program.
• Ensure that account decision makers have been fully exposed to the features/ benefits available from the Program.

Develop existing accounts:

• Develop and execute account strategies and activities for specified accounts.
• Establish a long-term strategic relationship with customers and identify business needs and problems. 
• Follow-up on customer rental leads to ensure dealers are delivering the Key Account Program benefits.
• Provide dealers with key customer insights to improve service level to customers and help dealers make informed commercial decisions.
• Have regular business reviews with assigned accounts to collect customer feedback, identify future project needs and resolve any outstanding issue.  

Support Dealers in executing the program.

• Provide customer feedback to dealers.
• Work with relevant dealer account managers to provide an exceptional customer experience.
• Help dealers develop operational rental capabilities to execute the program.

What You Will Have:

• Native-level proficiency in German and fluency in English.
• 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.
• Industry Knowledge: Knowledge of the organization's industry group, trends, directions, major issues, regulatory considerations, and trendsetters; ability to apply industry knowledge appropriately to diverse situations
• 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.
• 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.
• Relationship Management: Knowledge of relationship management techniques; ability to establish and maintain healthy working relationships with clients, vendors, and peers.
• Account Management: Knowledge of account management; ability to manage day-to-day activities, providing services and support to existing clients.
• Value Selling: Knowledge of the principles and practices for selling products, technology and services; ability to provide overall product/service 'value' and to differentiate support offerings that address clearly understood customer needs.

Top Candidates Also Have:

• Experience from rental companies.
• Knowledge of Dutch or Scandinavian languages.

Additional Information:

• Travel time up to 50%.
• A valid work permit or EU-25/EFTA citizenship is required for this position.

What We Offer

From day one, you’re set up to thrive at Caterpillar: helpful training, relatable mentors, global experience, competitive salary package, work-life balance, and the growth opportunities you expect with a Fortune 100 company. You power our success, and we are committed to empowering yours. After all, when your work can impact the entire world, it’s important to do work that matters.

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 the past 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.  Qualified applicants of any age are encouraged to apply

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