Strategic Account Manager

• A college degree, formal college training, and/or additional training in the following areas preferred.
• Must have a minimum of 10 years of rental sales experience. Some closely related industries would include construction, engineering, and equipment distribution.
• Knowledge and understanding of the training and support capabilities within the Caterpillar organization.
• Knowledge of the operations, sales, service and all other systems that pertain to account growth.
• Ability to write proposals, emails, memos etc. to executive level managers.
• Ability to organize and deliver basic rental training on products, operations, sales, service and systems.
• Assessment techniques of examining, questioning, evaluating and reporting on the performance of each strategic account.
• A working knowledge of Microsoft Word, Excel, PowerPoint, Integrated Rental Solutions and DBS.
• Candidate must have great people skills, an enthusiastic personality, a proven communicator, and ability to teach in the classroom.
• Sound organizational skills with the ability to coordinate programs and logistics associated with the programs.
• Mechanical aptitude would be very beneficial.

• Obtain 100% of business plan net revenue goals based on strategic account targets.
• Collaborate with other sales and operational management to develop key rental target accounts.
• Work to obtain overall financial utilization with strategic accounts with the following goals:
  
  
  
  1. CAT Equipment = 30%
  2. Allied Equipment = 50%
  
  
  
  
• Work to develop marketing plans to penetrate new accounts.
• Be sure all policies, procedures and processes are being followed as the related to the TMCC Employee Guidebook.
• Oversee the negotiations of major rental sales opportunities.
• Assist Cat National Account Manager with growth, implementation, and all other customer related issues.
• Schedule quarterly meetings with rental management to update on account progress.
• Follow up with all strategic accounts on outstanding accounts receivable as needed.
• Work with Rental Asset Manager on fleet (spec) needs and growth opportunities.
• Develop strategic account plans and strategies.
• Work with Multi-Territorial Customers to increase rental market share within Cat Rental Stores.
• Work with existing rental representatives to develop key target accounts within their specific territories.
• Lost Rent Report to be submitted a minimum of once a month.
• 100% of management requests, special assignments or projects to be completed within the specified time.
• Consistent communications with the rental sales team, and all other departments within Thompson Machinery on progress, issues, needs, etc.
• Work with other Cat dealers as needed to develop strategic accounts.
• Schedule & develop training to meet strategic customer account requirements.
• Attend a Quarterly KPI Rental meeting.
• Develop customer incentive programs to increase rental market share.
• Be a consultative salesperson to the key executive decision makers of our strategic accounts.
• Attend scheduled order to cash meetings/accounts receivable.
• Work with Rental Sales Managers to assist in scorecards goals related to strategic accounts.
• Work with General Rental Manger and Rental Asset Manager on forecasting and planning.
• Work with all rental representatives throughout our territory as needed.
• Work and develop relationship with all Allied vendors.
• Work with all Strategic Account Managers at other Cat dealers as needed.

• Know and follow all Company and customer safety rules, including maintaining a safe, clean, and orderly work area, fully participating in Company accident prevention and safety improvement activities.
• Must have the physical ability to wear Personal Protective Equipment (PPE), including protective glasses, protective gloves, and protective clothing and footwear as required by the job.

• Respond to all customer requests in a professional and courteous, timely and responsive manner.
• Maintain a clean, professional personal appearance at all times, meeting all Company standards for professionalism.
• Keep the Manager continually apprised to assist in answering customer questions and problems when necessary.

• Supports the organization's mission, vision and values by exhibiting the following behaviors: honesty, integrity, and respect while delivering high quality solutions and maintaining a positive attitude and a safe work environment.
• Accepts responsibility for mistakes or problems. Maintains "ownership" of assigned tasks.
• Demonstrate a positive attitude and a high level of personal credibility and integrity with customers, management, and dealership co-workers.
• Must be dependable. Consistently arrives at work on time when scheduled, fully ready to work.
• Maintain company and product confidentiality.
• Attend and participate in all meetings, trainings, and activities as required.
• Adhere to all Company policies and departmental procedures and rules.
• All other duties as assigned.

• Maintain a clean, safe working environment.
• Communicate effectively, verbally and in writing.
• Must be honest, reliable, and dependable, and display a positive attitude.
• Must be able to work well under occasional pressure or within work standards and deadlines.
• Must be able to work independently and/or with others in a team environment.
• Able to work standard five-day schedule, including daily overtime and occasional weekend hours as needed.
• Meet all eligibility requirements to drive Company vehicles, including a current, valid driver's license issued by the resident State, and maintain current motor vehicle liability insurance.

• Pass pre-employment background check, physical exam including drug screen, and meet all physical requirements for the position.
• Able to lift up to 20-50 pounds occasionally

Listing is current as of Apr 06, 2025 10:45 AM