Job Description

Career Area:

Marketing / Sales / Product Support

Job Description:

Job Purpose: The purpose of the Heavy Rents Representative position is to deliver the yearly business plan, ensuring growth of Caterpillar and its field population. The Representative will support the CAT Dealer Heavy Rents network in achieving successful rental revenue market share growth and dealer profitability targets. Providing greater customer solutions resulting in higher profitability for customers.

Job Duties: This is typically the fourth field-based assignment for an experienced, individual contributor where assignments are complex, challenging and lend themselves to strategic decisions. The key role of this assignment is that of an individual contributor who is beginning to develop a reputation as an expert.

The incumbent is a sales liaison among dealers, customers and other Caterpillar personnel. Incumbent is very familiar with the companys processes, systems and methodologies. Incumbent is accountable for identification, analysis and resolution of needs and problems in rental industry. Position performs complex analysis work, identifies and resolves problems that are more strategic in nature. Challenges include developing and meeting expectations in delivering results (i.e. Sales to users, Sales Variance ( Marketing and commercial support for dealers), identifying and recommending alternative courses of actions, making timely decisions and developing greater communication skills. Direct work with other Caterpillar business units, customers, and possibly suppliers require incumbent to demonstrate skill in negotiation, building consensus and achieving compromise.

Through achievement of Business Plan, Measurement of KPIs (Key Performance Indicators) and improvement in Operational Excellence via Dealer Development and Dealer Alignment the resulting effect will be higher Population and greater profitability.

Business Plan

* Lead, Engage, Drive, participate, in the rental machine business planning process
* Lead, Engage, Drive, participate, in the Rental Revenue Market Share (RRMS) target setting process
* Ensure accurate dealer forecasting for rental machines in the S&OP (Sales & Operations system) process including DDVS(Dealer & District Velocity Solution) ST5 (Rental Units into the dealers rental fleets)
* Meet or exceed ST5 business plan for Heavy Rents
* Ability to manage sale variance target while achieving business plan
* Counsel dealer on Caterpillar Rental configurations best suited for the rental industry and resale
* Counsel dealers on fleet additions, outside the caterpillar business units. i.e. Allied fleet
* Meet or exceed CCU (Caterpillar Certified Used) business plan for Heavy Used

Measurement

* Evaluate individual dealer performance, and develop appropriate recommendations to optimize dealer participation in the rental opportunity for the assigned territory.
* Utilize the established rental operational and financial benchmarks in order to measure the health of the dealers rental and used business.
* Conduct detailed analyses of dealer rental and used operations (coverage, forecasting, inventory management, rental fleet utilization, and orders and claims processing, etc.) with special emphasis on streamlining processes and improving dealer capability and profitability.
* Identify the potential Market opportunities within Existing and Emerging Markets to expand the Dealers offering to provide full customer solutions including Rental and Used.

Operational Excellence

* Counsel dealers on rental operations excellence in the following areas;
* Financial Performance / Margin Contribution
* Caterpillar Dealer alignment
* Market Coverage (Physical and Personnel)
* Sales Management
* Fleet Management
* Used equipment / Rental Rollouts
* Systems
* Improve operational issues identified through the Rental Certification
* Leverage the Cat Dealer Interface Process for projects require significant investment or time of dealer personnel.

Dealer Development

* Evaluate the training needs of dealer rental operations staff and leverage materials and resources to satisfy those training requirements. Includes the use of Industry and Product Specialist for Cat and Allied equipment as well as the training curriculum housed on the Cat Rental College, Sale Effectiveness Process, and Cat Dealer Advisor Groups, winners profile, dealer APEX( Fleet Profitability Reporting system).
* Counsel dealers on competitors and the competitive landscape

Dealer alignment

* Insure the health of the Caterpillar Heavy Rents Business to support growth of Construction Industries Group.
* Drive integration of Rental, Used and New to satisfy customer demand and maximize population growth

Population Growth

* Counsel dealers on an optimal rental rollout strategy which maximizes dealer profitability
* Establish Multiple Price Point Strategy for the disposal of used equipment.
* Utilize Cat Certified Used for effective used equipment inventory disposal.

The Heavy Rents Representative position is an integral part of the Construction Industries Team aligning with the Industry groups to develop Dealer Capability, significant team effort and communication is required. The position is challenged to quickly and correctly identify issues and resolve by determining the appropriate course of action and leveraging the greater Caterpillar Rental Organization. Utilizing sound judgment, embracing the Caterpillar Values in Action, the position works to develop innovative Processes or methods in obtaining SMART goals.

Basic Requirements:

* This position requires a college or university degree OR 6+ years prior experience in rental or equipment industry field assignments.
* Business acumen (P&L knowledge, strategy, business planning, etc

Top Candidates Will Also Have:

* The ability to work independently and communicate effectively.
* Demonstrate ability to influence others in the work group, dealer personnel and customers.
* Incumbents will have the ability to work on larger scale, more complex assignments and provide direction to lower level reps on project assignments.
* High sense of urgency to accomplish projects
* Prioritization of time management skills; strong presentation skills and intermediate to advanced MS Office Skills
* Willingness to relocate.

Additional Information:

* Travel will be 40-50% within territory
* The territory will be the Northeast Coast. Candidate can work remote but must live within territory for this role and open to locations within Northeast territory
* Relocation assistance is provided for this role; however, you must relocate to within defined Northeast territory

Caterpillar is not currently hiring individuals for this position who now or in the future require sponsorship for employment visa status; however, as a global company, Caterpillar offers many job opportunities outside of the U.S. which can be found through our employment website at www.caterpillar.com/careers

Relocation is available for this position.

EEO/AA Employer. All qualified individuals - Including minorities, females, veterans and individuals with disabilities - are encouraged to apply.

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