National Account Manager

Jobtailor; Illinois; On-site; USD 120,000 - 160,000; Full time

Job summary

Jobtailor seeks a National Account Manager to expand rental revenue with top customers and dealer partners. You will lead high-value negotiations, shape account strategies, and coordinate Caterpillar dealer resources to meet business goals.

You will analyze data and customer needs to craft solutions, travel to key sites, and drive performance across major accounts in the Midwest region.

Qualifications

• Experience selling or marketing within construction or heavy rental equipment.
• Strong value-selling, influencing, and negotiation skills.
• Ability to navigate complex conversations and drive results.
• Proven ability to build trust and develop partnerships.
• Experience with dealer or distributor business models.
• Proficient in using data, sales history, and performance metrics.
• Experience in national account management and rental revenue growth.
• Willingness to travel 50% or more.
• Eligible to work in the United States without visa sponsorship.

Responsibilities

• Drive national account rental revenue by growing relationships with new and existing customers.
• Build a strong portfolio of national account business.
• Collaborate with Caterpillar dealers to strengthen rental capabilities and elevate customer experience.
• Maintain relationships with internal partners and major customers to achieve sales objectives.
• Lead contract negotiations with new national account prospects.
• Develop and execute account strategies for assigned customers.
• Identify business needs and create solutions that drive results.
• Implement market strategies for key industries and customers.
• Align Caterpillar and dealer resources to support customer satisfaction.
• Advise internal teams on industry direction, customer priorities, and emerging strategic needs.
• Consult with dealers and districts on rental revenue, product sales, and service support.
• Travel to customer locations to resolve issues, strengthen relationships, and identify future product needs.
• Support product and program planning to maintain product health and accelerate rental revenue growth.
• Explain the value of Caterpillar products, dealer capabilities, and available solutions to account decision-makers.
• Collaborate with dealers to strengthen rental capabilities and expand account support.
• Support six Cat dealers across the Midwest district.

Skills

Value selling

Negotiation

Relationship building

Account management

Data-driven strategy

Leadership

Travel capable

Construction industry

CRM software

Data analytics

Tools

CRM software

Data analytics

Job description

• Drive national account rental revenue by growing relationships with new and existing customers
• Build a strong portfolio of national account business
• Work with Caterpillar dealers to strengthen rental capabilities and elevate customer experience
• Build and maintain relationships with internal partners and major customers to achieve sales objectives
• Lead contract negotiations with new national account prospects
• Develop and execute account strategies for assigned customers
• Identify business needs and create solutions that drive results
• Implement market strategies for key industries and customers
• Align Caterpillar and dealer resources to support customer satisfaction
• Advise internal teams on industry direction, customer priorities, and emerging strategic needs
• Consult with dealers and districts on rental revenue, product sales, and service support
• Travel to customer locations to resolve issues, strengthen relationships, and identify future product needs
• Support product and program planning to maintain product health and accelerate rental revenue growth
• Explain the value of Caterpillar products, dealer capabilities, and available solutions to account decision-makers
• Collaborate with dealers to strengthen rental capabilities and expand account support
• Support six Cat dealers across the Midwest district

Requirements

• Experience selling or marketing within construction, heavy rental equipment, or a related industry
• Strong value-selling, influencing, and negotiation skills
• Ability to navigate complex conversations and drive results
• Proven ability to build trust and develop strong partnerships
• Experience working within dealer or distributor business models
• Ability to use data, sales history, and performance metrics to guide account strategy
• Rental national sales or national account management experience
• Experience negotiating and managing large contracts
• Experience in the rental or used equipment industry
• Experience contributing as a key member of significant projects
• Demonstrated leadership qualities and attributes
• Ability to travel 50% or more
• Must be eligible to work without visa sponsorship; visa sponsorship is not available

Core Competencies

Demonstrates expertise in national account management and rental revenue growth within the construction and heavy equipment industry, leveraging strong negotiation and relationship-building skills to drive customer satisfaction and business results.

Highest-signal resume keywords

• National Account Management Experience
• Value-Selling Skills
• Contract Negotiation Experience
• Data-Driven Account Strategy
• Leadership Qualities

ATS Optimization Keywords

Hard Skills

• Sales Strategy Development
• Contract Management
• Performance Metrics Analysis
• Customer Relationship Management
• Rental Revenue Growth

Soft Skills

• Influencing Skills
• Trust Building
• Complex Conversation Navigation

Industry Keywords

• Construction Industry
• Heavy Rental Equipment
• Dealer Business Models
• Rental Industry
• Customer Experience