Heavy Rents & Used Territory Manager, Midwest

Caterpillar; BLOOMINGTON (MN); On-site; USD 128,000 - 193,000; Full time

Benefits offered by this job

Medical, dental, and vision benefits

401(k) savings plans

Paid time off

Incentive bonus

Job summary

Caterpillar is seeking a Heavy Rents & Used Territory Manager to drive profitable growth across six Midwest dealers. You will be the primary field link between Caterpillar, dealers, and customers, expanding Heavy Rents fleets, boosting revenue, and strengthening the used equipment business.

Based in Minneapolis, MN or Peoria, IL, this role requires travel up to 60% and a track record in dealer development, fleet planning, and sales leadership within construction equipment rental.

Qualifications

• Customer focus to translate dealer and customer needs into value-based solutions.
• Heavy Rents and industry knowledge of construction equipment and rental dynamics.
• Business and financial acumen to evaluate fleet growth and profitability.
• Relationship management across multiple dealers and Caterpillar.
• Value selling and influence to gain alignment and move work forward.
• Clear, tailored communication for diverse audiences.
• Execution with ownership, planning, and cross-functional coordination.

Responsibilities

• Lead annual business planning and dealer forecasting for Heavy Rents machines, work tools, and technology.
• Deliver growth by executing the annual sales forecast and expanding dealer revenue and fleet size.
• Advise dealers on fleet additions, product mix, and resale considerations.
• Develop customers by leveraging market and competitive insights to identify opportunities.
• Analyze dealer performance and processes to improve capability and profitability.
• Assess market dynamics and dealer offerings to identify win opportunities.
• Create business cases for fleet investments using sound financial analysis.
• Coordinate Caterpillar resources across product groups to solve dealer needs.
• Serve as the field leader and drive issues to resolution with clear recommendations.
• Identify dealer training needs and connect teams with the right tools and resources.
• Manage sales support programs within budget to focus on high-value growth opportunities.

Skills

Customer Focus

Heavy Rents Knowledge

Business and Financial Acumen

Relationship Management

Value Selling and Influence

Communication

Execution

Job description

Career Area:SalesJob 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.

Role Summary:

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 (Job Duties):

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.

What You Have (Core Skills):

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.

Position located in Minneapolis, MN or Peoria, IL.

Relocation assistance available for eligible candidates.

Visa sponsorship is not available.

Summary Pay Range:

$128,470.00 - $192,710.00

Benefits:

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 Program
• Voluntary Benefits and Employee Discounts
• Career Development
• Incentive bonus
• Disability benefits
• Life Insurance
• Parental leave
• Adoption benefits
• Tuition Reimbursement

These benefits also apply to part-time employeesVisa Sponsorship is not available for this position.Posting Dates:September 8, 2026 - September 21, 2026Any offer of employment is conditioned upon the successful completion of a drug screen.Caterpillar is an Equal Opportunity Employer, Including Veterans and Individuals with Disabilities. Qualified applicants of any age are encouraged to apply.