Rental Key Account Manager

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.

What you will do?

As a Rental Key Account Manager , you will work with selected Cat Dealers in South-West Europe to quickly grow the Europe Rental Key Account Program. You will focus on building a portfolio of new business and develop the existing accounts. You will act as a liaison between the Cat dealer network and the Customer Accounts and will ensure both customer satisfaction and Dealer revenue growth. The job includes tasks such as:

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 relevant 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, 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.
• Manage the compliance of assignments and keep up to date with new industry trends, changing technology and regulations affecting the competitive environment.

Key skills for your successful assignment:
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 analyse situations and reach productive decisions based on informed judgment.

Effective Communications: Understanding of effective communication concepts, tools and techniques; ability to effectively transmit, receive, and accurately interpret ideas, information, and needs through the application of appropriate communication behaviours.

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.

Additional keys to success (Desired Qualifications) :

• Progressive experience in Key Account Management with large international customers (mainly in rental and/or construction equipment industry).
• Strong verbal, written and visual communicator (with desired knowledge of Spanish and/or Italian language) .
• Proven track record of sales success with documented results.
• Ability to be a change agent, be flexible, as the program expands.
• Strong leadership and interpersonal skills to successfully influence others and achieve goals.
• Desire to contribute to Caterpillar’s culture and uphold company core values.
• Experience in contractual relationship with end-customers and distribution dealers in Europe.
• Strong time management, project management and organization skills
• Understanding of/experience with dealer or distributor business models