Rental Strategic Account Manager

Fabick CAT; Fenton (MO); On-site; USD 85,000 - 120,000; Full time

Job summary

Fabick Cat, a leading Caterpillar equipment dealer in the Midwest, seeks a Senior Account Manager to target strategic rental accounts and develop non-traditional customers across construction, industrial and institutional sectors.

You will work with the Caterpillar National Account Manager and Territory Managers to grow market share, negotiate contracts, and manage key accounts with significant travel expectations.

Qualifications

• Bachelor's degree in sales, marketing or related field is required.
• Experience in selling or rental of equipment and services is preferred.
• Proven ability to manage strategic accounts and travel as needed.

Responsibilities

• Meet revenue targets for strategic and national accounts.
• Develop account plans and growth strategies for key rental customers.
• Collaborate with sales and operations to penetrate new accounts.
• Manage accounts receivable and contract terms within market norms.
• Prepare budgets, reports and CRM data accurately.
• Negotiate contracts, pricing, and proposals for strategic accounts.
• Travel to customer sites and industry events as required.
• Act as consultant to customers, providing solutions to business needs.

Skills

Sales experience

Account management

Communication skills

Microsoft Word/Excel

Salesforce

Geographic knowledge

Confidentiality

Independence

Education

Bachelor's degree in sales/marketing or related field

Tools

Salesforce.com

Microsoft Excel

CRM software

Job description

Fabick Cat is the authorized dealer of Caterpillar equipment, prime and stand‑by power systems, parts and service, compact construction, and rental equipment for major portions of Illinois, Missouri, the entire state of Wisconsin, and the Upper Peninsula of Michigan. We have been in business for over 100 years and are headquartered in Fenton, Missouri. For more information visit www.fabickcat.com

Why Work For Us!

At Fabick Cat, you are beyond just an employee, you are a part of the Fabick family. A family that has worked so diligently to cement a legacy that was built over 100 years ago through a collective vision "To Ever Serve Our Customers Better". This legacy could not have been possible without first employing then developing the best and brightest talent the market has to offer. We believe it to be of the utmost importance to invest in our workforce by supporting and empowering employees to develop the necessary skills to become successful in their own career.... to become a legacy. Are you ready to join our family legacy to continue our existence as 'the greatest service organization of its kind' over the next 100 years? The Fabick family appreciates and values the ongoing commitment of its employees and is pleased to provide a highly competitive total compensation and benefits package.

Job Purpose:

The purpose of this position is to target and grow strategic rental accounts and support the development of National Accounts working directly with the Caterpillar National Account Manager. The focus for this position is on white space (non-Fabick) accounts that have over $250,000 within our territory, and accounts that have over $500,000 potential rental revenue per calendar year in at least (2) dealers' territories. The focus is to develop and grow non-traditional Fabick Cat customers (construction, industrial, and institutional) and work with targeted Territory Managers to better penetrate targeted Fabick Customers as needed.

Job Responsibilities:

• Obtain 100% of business plan net revenue goals based on strategic account targets
• Consult with clients after sales or contract signings in order to resolve problems and to provide ongoing support. Conduct quarterly customer business reviews and produce performance scorecard
• Work with Multi-Territorial Customers to increase rental market share within Cat Rental Stores
• Develop and manage account plans for each respective targeted account
• Collaborate with other sales and operational management to develop key rental target account
• Manage accounts receivable to an acceptable level of performance for all strategic accounts
• Assist Cat National Account Manager with growth, implementation, and all other customer-related issues
• Manage rate agreements and contracts within expectations of market performance standards
• Effectively network to identify prospective customers by using business directories, following leads from existing clients, participating in organizations and clubs, and attending trade shows and conferences, and work to develop marketing plans to penetrate new accounts
• Act as a consultant to customers by providing solutions to business needs.
• Perform administrative duties, such as preparing sales budgets and reports, keeping sales records, effectively managing data in the Fabick Rents CRM, and filing expense account reports
• Negotiate details of contracts and payments, develop proposals, presentations, and pricing agreements for Strategic accounts, understand strategic price points/technical bids
• Work with existing rental specialists to develop key target accounts within their specific territories
• Work with all rental representatives throughout our territory as needed
• Any and all duties as assigned.

Requirements

Qualifications:

• Bachelor's degree in sales, marketing, or related business field is required.
• Knowledge of the corresponding geographical area.
• 3-5 years of sales and/or rental sales experience.
• Excellent organizational, communication (written and oral), and interpersonal skills with the ability to work with a wide variety of people with different personalities and backgrounds.
• Ability to work independently and under some pressure to meet deadlines.
• Proficiency in Microsoft Word, Excel, SalesForce.com, and other business software applications is required.
• The ability to maintain a high degree of confidentiality is required.

Physical Requirements:

In addition to being able to sit, stand, walk, read, talk, write, and hear, to perform the essential functions of this job an individual must be able to do the following additional activities: Occasionally lift and/or move up to 25 pounds. Travel requirements >50%. Accommodations will be made if they are reasonable, do not create an undue hardship, and will enable an individual with a disability to safely perform the essential job functions.

Equal Employment Opportunity Employer of Minorities, Females, Protected Veterans and Individuals with Disabilities.