Rental & Used Operations Rep

Job description

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. As a Caterpillar Heavy Rents & Used Territory Manager, you will lead profitable growth across six Caterpillar dealers in the Midwest. You will serve as the primary field connection between Caterpillar, our dealers, and customers, helping dealers expand their Heavy Rents fleets, increase rental revenue, win new customers, and strengthen their used equipment business. This is an end-to-end commercial role centered on three outcomes: Grow Rental Revenue: Build and execute dealer growth plans that increase rental activity, improve fleet performance, and deliver the annual business plan. Grow Heavy Rents Fleet: Expand the field population of Caterpillar machines, work tools, and technology through disciplined forecasting, fleet planning, and dealer investment strategies. Grow Customers: Help dealers identify opportunities, improve market coverage, and build stronger customer relationships with differentiated Heavy Rents and Used solutions. What You'll Do Own the plan. Lead annual business planning and dealer forecasting for Heavy Rents machines, work tools, and technology. Deliver growth. Execute the annual sales forecast and help dealers grow profitable rental revenue, fleet size, and customer reach. Build the fleet. Counsel dealers on fleet additions, product mix, machine configurations, work tools, technology, replacement timing, and resale considerations. Develop customers. Use market, customer, and competitive insights to identify new opportunities, improve coverage, and expand dealer participation in existing and emerging markets. Strengthen dealer performance. Analyze dealer rental and used operations, including forecasting, inventory, fleet utilization, coverage, and business processes, then recommend actions that improve capability and profitability. Lead battlefield analysis. Assess market dynamics, customer needs, competitive positioning, and dealer offerings to identify where Caterpillar and its dealers can win. Create business cases. Help dealers evaluate fleet investments and growth opportunities using sound commercial and financial analysis. Connect the enterprise. Coordinate Caterpillar resources across product groups, supply chain, sales, product support, technology, marketing, and Rental & Used to solve dealer and customer needs. Be the field leader. Serve as the Caterpillar sales liaison among dealers, customers, and internal teams, bringing issues forward with clear recommendations and driving them to resolution. Build capability. Identify dealer training needs and connect dealer teams with the right tools, expertise, and resources. Manage investment. Administer sales support programs within budget and align available resources to the highest-value growth opportunities. Who You Will Work With Success requires influence across multiple levels and functions. You will work with dealer executives and operating leaders, including general managers, CFOs, rental managers, used equipment managers, branch managers, sales teams, marketing leaders, and technology teams. Within Caterpillar, you will coordinate with Rental & Used leadership, Heavy Rents product and operations experts, product groups, product specialists, supply chain, technology, marketing, and other field teams. What You Have Customer Focus: Ability to understand dealer and customer needs and translate them into practical, value-based solutions. Heavy Rents and Industry Knowledge: Knowledge of construction equipment, rental economics, customer applications, competitive dynamics, and industry trends. Business and Financial Acumen: Ability to evaluate fleet growth, utilization, profitability, investment priorities, and long-term business performance. Relationship Management: Ability to build credibility and work effectively with multiple decision makers across dealerships and Caterpillar. Value Selling and Influence: Ability to sell ideas, gain alignment, and move work forward with little or no direct authority. Communication: Clear, direct written and verbal communication tailored to the audience. Execution: Strong ownership, planning, follow-through, and ability to coordinate resources across a matrix organization. Top Candidates Will Also Have Deep understanding of the U.S. equipment rental and construction equipment industries. Experience working with Caterpillar dealers or another original equipment manufacturer. A demonstrated record of strong sales and business development performance. Experience with Heavy Rents fleet planning, rental operations, used equipment, product support, or dealer development. A history of delivering results in a dynamic, dealer-facing business environment. Additional Details Territory: Midwest U.S., supporting six Caterpillar dealers. Travel: Up to 60%. A company vehicle and cell phone stipend are provided. Location based in Minneapolis, MN Summary Pay Range: $128,470.00 - $192,710.00 Compensation and benefits offered may vary depending on multiple individualized factors, job level, market location, job-related knowledge, skills, individual performance and experience. Please note that salary is only one component of total compensation at Caterpillar. Benefits: Subject to plan eligibility, terms, and guidelines. This is a summary list of benefits. Medical, dental, and vision benefits* Paid time off plan (Vacation, Holidays, Volunteer, etc.)* 401(k) savings plans* Health Savings Account (HSA)* Flexible Spending Accounts (FSAs)* Health Lifestyle Programs* Employee Assistance Pr