Rental Territory Manager

Caterpillar Financial Services Corporation; Vaughan; Remote; CAD 60,000 - 100,000; Full time

Job summary

An established industry player is seeking a dynamic Rental Services and Sales Territory Manager to drive growth within the Canadian Equipment Rental sector. This role involves collaborating with dealers to enhance their rental service portfolios and achieve sales objectives. You will lead strategic initiatives, manage dealer relationships, and analyze market opportunities to optimize performance. If you are passionate about sales and have a deep understanding of the equipment rental landscape, this is your chance to make a significant impact in a rewarding environment that values your contributions and offers a comprehensive benefits package.

Benefits

Medical Insurance

Dental Insurance

Vision Insurance

Paid Vacation Days

Paid Holidays

Pension Plan

Annual Bonus

Company Vehicle

Cell Phone Stipend

Qualifications

• Strong sales performance and business development skills are essential.
• Ability to negotiate and manage relationships across multiple stakeholders.

Responsibilities

• Support the growth of profitable rental revenue with Caterpillar Dealers.
• Lead annual business planning and manage sales support programs.

Skills

Customer Focus

Industry Knowledge

Decision Making & Critical Thinking

Effective Communications

Negotiating

Relationship Management

Business Development

Value Selling

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 Rental Services and Sales Territory Manager, you will contribute to the successful and profitable growth of The Cat Rental Store network operated by Caterpillar Dealers in the Canadian District. This role is critical to Caterpillar’s major growth strategy in Equipment Rental.

Objectives & Responsibilities:

Your primary objective is to support the growth of profitable rental revenue with our Caterpillar Dealers, which will lead to increasing the field population of Caterpillar machines and work tools in dealer rental fleets. A key deliverable is to achieve your Annual Business Plan (machine and work tools sales to dealers). In addition, as a Rental Services and Sales Territory Manager, your objective is also to support Caterpillar Dealers in planning and executing ambitious growth strategies to increase their overall rental service portfolio profitably.

In 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 Services operations experts, Cat Rental Store strategy team, Cat Rental Store Brand & Marketing team, Caterpillar Product Specialists, Factory Supply Chain team, etc.). Teamwork and the ability to coordinate many resources is critical.

What You’ll Do:

• Own it - Lead the annual business planning process to ensure accurate dealer forecasting for rental machines.
• Drive it - Execute on delivering the annual rental machine business forecast.
• Manage it - Manage sales support programs within budget to reach sales objectives.
• 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 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.
• Communicate it - Counsel and communicate to dealers on fleet additions, outside the Caterpillar business units i.e. Aerial, light towers, etc.
• 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, inventory management, rental fleet utilization, and orders and claims processing, 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 full 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.
• Understand it - Counsel dealers on competitors and the competitive landscape.
• Guide it - Guide dealers on an optimal rental rollout strategy which maximizes dealer profitability.

What You Have (Skills & Experience):

• 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.
• Decision Making & Critical Thinking: High level of business and financial acumen as well as strategic planning, and execution skills.
• Effective Communications: Always focused on matching the right message to the audience; clear verbal and written communication.
• Negotiating: Ability to negotiate successfully across a matrix organization and with external partners/clients in a constructive and collaborative manner.
• Relationship Management: Ability to work successfully with multiple decision makers at the Caterpillar dealerships and within Caterpillar.
• Business Development: Demonstrated record of strong sales performance; ability to explore and develop potential areas of business growth.
• Value Selling: Ability to sell ideas and influence with little to no authority.

Top Candidates Will Also Have:

• A deep understanding of the Canadian Equipment Rental Services business and/or experience working for an OEM (Original Equipment Manufacturer).
• History of high impact performance in a dynamic business climate.
• Demonstrated record of strong sales performance.
• Experience in the rental or construction equipment industry.
• Bi-lingual French/English capability.

Additional Details:

• Travel: 60% (a company vehicle and cell phone stipend are provided).
• Territory: This role covers 2 Caterpillar Dealers across all of Canada.
• Remote locations will be considered on a case-by-case basis for this role; however, you must reside within Canada, preferably near Toronto or a major Metro area.

Employee Benefit Details:

Our goal at Caterpillar is for you to have a rewarding career. Our teams are critical to the success of our customers who build a better world. Here you earn more than just a salary because we value your performance. We offer a total rewards package that provides benefits on day one (medical, dental, vision, RX, and Pension) along with the potential of an annual bonus. Additional benefits include paid vacation days and paid holidays (prorated based upon hire date).

Final Details:

Please frequently check the email associated with your application, including the junk/spam folder, as this is the primary correspondence method. If you wish to know the status of your application – please use the candidate log-in on our career website as it will reflect any updates to your status.

For more information, visit caterpillar.com. To connect with us on social media, visit www.caterpillar.com/social-media.

Posting Dates: March 10, 2025 - March 24, 2025

Caterpillar is an Equal Opportunity Employer (EEO).