Senior Executive, Rental & Used Operations

SIME DARBY INDUSTRIAL SDN BHD; Puchong; On-site; MYR 80,000 - 120,000; Full time

Job summary

Sime Darby Industrial Division in Malaysia is seeking a Senior Executive, Rental & Used Operations to lead the sales and marketing strategies for used equipment and rental fleets both domestically and internationally.

You will collaborate with the Rental and Used Equipment Manager, liaise with Caterpillar Dealers across regions, set pricing, forecast stock, and ensure compliance with documents and processes, while driving profitability and market share.

Qualifications

• Bachelor’s Degree in Business Management, Marketing, Engineering, Finance and Accounts and other related.
• Minimum 5 years working experiences in a sales/development related field.
• Proven experience in sales strategy development, market expansion, distribution channel development, and sales team management.
• Strong knowledge of heavy equipment, machinery rental operations, used equipment sales, trade-in valuation, and equipment pricing.
• Ability to analyze market trends, competitor activities, rental rates, and equipment resale values to develop effective pricing strategies.
• Proficient in Microsoft Office applications, particularly Excel, for sales reporting, forecasting, and performance analysis.

Responsibilities

• Plan, establish and formulate sales and marketing strategies towards developing distribution channels of used equipment to the existing and new markets within domestic and international.
• Assist rental and used equipment manager in liaising with Overseas Caterpillar Dealers with a view of buying/selling surplus used equipment.
• Identify, review and establish the prices of trade-in/ local purchase / import, machines on rental and used equipment sales conversion in articulation with the used equipment market pricing.
• Establish contingency / short term action plans in order to combat competitors’ activities.
• Stock planning/Sales forecasts – communicate, liaise with branches for new projects, sales projection to facilitate accurate forecast on stock planning.
• Work closely with service team to achieve the following: Promote quick turnaround and efficient service to rental customers; Keep abreast on status of equipment under work-in-progress; Track & monitor repairs of equipment are within budget.
• Stringent control on all documentation submitted by branches is in compliances to SI eg: Payment receipt/Rental Agreement/Guarantee letter/T1/T2/AEDI/DA/Waiver (if applicable) prior to delivery of equipment.
• Constantly manage CAT Rental operations in line with CAT operation excellence / REP
• Constantly ensure machines are available for re-rent and delivered on a timely basis.
• Be aware of competitor’s activities, rental rates and market movements
• Establish contingency / short term action plans in order to combat competitors’ activities.
• Identify and continuously develop knowledge and information on competitor activities, pricing and tactics, marketing activities – both domestic and international.
• Direct, control and drive the sales team in Head Office and regional sales executives and sales personnel in branches towards achieving the Used Equipment Department sales and administration objectives through sales funneling and marketing promotion activities.
• Assist in planning, monitoring, executing roll-in / roll-out plan for the rental fleet.
• Ensure that the correct stocks are carried suited for the used equipment market.
• Ensure and advise that the appropriate price is given in regard to Trade-in of equipment to prevent over evaluation
• Adopt aggressive and flexible rental rates in order to enhance equipment utilizations and market share
• Aligned with principle – Caterpillar rental revenue growth and at the same time with company’s direction of profitability
• Ensure that OT and abuse for rental equipment are collected and not neglected
• Ensure that DDC target set my CATERPILLAR IS ACHIEVED
• Manage other assignment and duties as delegated by the Superior from time to time.

Skills

Sales strategy development

Market expansion

Distribution channel development

Sales team management

Heavy equipment knowledge

Education

Bachelor’s degree in Business/Engineering/Finance

Tools

Microsoft Excel

Job description

Senior Executive, Rental & Used Operations

• 1. Plan, establish and formulate sales and marketing strategies towards developing distribution channels of used equipment to the existing and new markets within domestic and international.
• 3. Assist rental and used equipment manager in liaising with Overseas Caterpillar Dealers with a view of buying/selling surplus used equipment.
• 4. Identify, review and establish the prices of trade-in/ local purchase / import, machines on rental and used equipment sales conversion in articulation with the used equipment market pricing.
• 5. Establish contingency / short term action plans in order to combat competitors’ activities.
• 6. Stock planning/Sales forecasts – communicate, liaise with branches for new projects, sales projection to facilitate accurate forecast on stock planning.
• 7. Work closely with service team to achieve the following:
• Promote quick turnaround and efficient service to rental customers
• Keep abreast on status of equipment under work-in-progress
• Track & monitor repairs of equipment are within budget
• 8. Stringent control on all documentation submitted by branches is in compliances to SI eg: Payment receipt/Rental Agreement/Guarantee letter/T1/T2/AEDI/DA/Waiver (if applicable) prior to delivery of equipment
• 9. Constantly manage CAT Rental operations in line with CAT operation excellence / REP
• 10.Constantly ensure machines are available for re-rent and delivered on a timely basis
• 11. Be aware of competitor’s activities, rental rates and market movements
• 12. Establish contingency / short term action plans in order to combat competitors’ activities.
• 13. Identify and continuously develop knowledge and information on competitor activities, pricing and tactics, marketing activities – both domestic and international.
• 14. Direct, control and drive the sales team in Head Office and regional sales executives and sales personnel in branches towards achieving the Used Equipment Department sales and administration objectives through sales funneling and marketing promotion activities.
• 15. Assist in planning, monitoring, executing roll-in / roll-out plan for the rental fleet.
• 16. Ensure that the correct stocks are carried suited for the used equipment market.
• 17. Ensure and advise that the appropriate price is given in regard to Trade-in of equipment to prevent over evaluation
• 18. Adopt aggressive and flexible rental rates in order to enhance equipment utilizations and market share
• 19. Aligned with principle – Caterpillar rental revenue growth and at the same time with company’s direction of profitability
• 20.Ensure that OT and abuse for rental equipment are collected and not neglected
• 21. Ensure that DDC target set my CATERPILLAR IS ACHIEVED
• 22. Manage other assignment and duties as delegated by the Superior from time to time.

Job Requirements

Bachelor’s Degree in Business Management, Marketing, Engineering, Finance and Accounts and other related.

Minimum 5 years working experiences in a sales/development related field.

Proven experience in sales strategy development, market expansion, distribution channel development, and sales team management.

Strong knowledge of heavy equipment, machinery rental operations, used equipment sales, trade-in valuation, and equipment pricing.

Ability to analyze market trends, competitor activities, rental rates, and equipment resale values to develop effective pricing strategies.

Proficient in Microsoft Office applications, particularly Excel, for sales reporting, forecasting, and performance analysis.

Sime Darby Industrial Division is one of the world’s largest Caterpillar dealer, with Caterpillar dealerships across more than 110 branches in 10 countries throughout the Asia Pacific region. As a business entity, Sime Darby Industrial is capable of offering a comprehensive variety of equipment and services, from sales of new machines, engines or used equipment to rental and providing the full range of product support and financing services.