Rental & Used Manager
Career Area
Sales
Job 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.
The Rental Manager is responsible for helping to deploy the long-term rental strategy along with achievement of annual business plan. This position will supervise work with dealers to develop and implement processes to maximize profitability. This position is directly responsible for the development and implementation of strategies that will increase utilization of the fleet resulting in higher returns on capital employed.
Responsibilities
The Rental Manager manages a cross-functional team of rental industry professionals. They are responsible for sales of Caterpillar & implementation of strategic initiatives to improve the rental channel profitability and Cat dealers’ ability to improve customer satisfaction and execute the GRUES business models. The Rental Manager has direct responsibility for:
Business Plan
Customer Focus: Knowledge of the values and practices that align customer needs and satisfaction as primary considerations in all business decisions and ability to leverage that information in creating customized customer solutions.
Industry Knowledge: Knowledge of the organization's industry group, trends, directions, major issues, regulatory considerations, and trendsetters; ability to apply industry knowledge appropriately to diverse situations.
Decision Making and Critical Thinking: Knowledge of the decision-making process and associated tools and techniques; ability to accurately analyze situations and reach productive decisions based on informed judgment.
Effective Communications: Understanding of effective communication concepts, tools and techniques; ability to effectively transmit, receive, and accurately interpret ideas, information, and needs through the application of appropriate communication behaviors.
Negotiating: Knowledge of successful negotiation concepts and techniques; ability to negotiate successfully across the organization and with external vendors and clients in a constructive and collaborative manner.
Relationship Management: Knowledge of relationship management techniques; ability to establish and maintain healthy working relationships with clients, vendors, and peers.
Business Development: Knowledge of business development tools, techniques and approaches; ability to explore and develop potential areas of business growth for the organization.
Value Selling: Knowledge of the principles and practices for selling products, technology and services; ability to provide overall product/service 'value' and to differentiate support offerings that address clearly understood customer needs.
Posting Dates
June 15, 2026 - June 24, 2026
Caterpillar is an Equal Opportunity Employer. Qualified applicants of any age are encouraged to apply
Not ready to apply? Join our Talent Community.
Sales
Job 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.
The Rental Manager is responsible for helping to deploy the long-term rental strategy along with achievement of annual business plan. This position will supervise work with dealers to develop and implement processes to maximize profitability. This position is directly responsible for the development and implementation of strategies that will increase utilization of the fleet resulting in higher returns on capital employed.
Responsibilities
The Rental Manager manages a cross-functional team of rental industry professionals. They are responsible for sales of Caterpillar & implementation of strategic initiatives to improve the rental channel profitability and Cat dealers’ ability to improve customer satisfaction and execute the GRUES business models. The Rental Manager has direct responsibility for:
Business Plan
- Lead, Engage, Drive, participate, in the rental machine business planning process
- Lead, Engage, Drive, participate, in the Percent Rental Revenue Share (PRRO’s) target setting process
- Ensure accurate dealer forecasting for rental machines in the S&OP process
- Meet or exceed business plan for BCP and/or GCI products
- Ability to manage sale variance to target spend while achieving business plan
- Achieve annual CCU sales target by territory
- Counsel dealer on Caterpillar rental configurations best suited for the rental industry and resale
- Managing dealers’ operational development through executing Rental Certification Process
- Analyzing business systems and developing and/or assessing business needs for Caterpillar support
- Manage projects and activities to support Regions, Districts and Dealers
- Responsible for all personnel issues and performance evaluation of subordinates.
- Develop people to understand the Rental & Used Equipment business.
Customer Focus: Knowledge of the values and practices that align customer needs and satisfaction as primary considerations in all business decisions and ability to leverage that information in creating customized customer solutions.
Industry Knowledge: Knowledge of the organization's industry group, trends, directions, major issues, regulatory considerations, and trendsetters; ability to apply industry knowledge appropriately to diverse situations.
Decision Making and Critical Thinking: Knowledge of the decision-making process and associated tools and techniques; ability to accurately analyze situations and reach productive decisions based on informed judgment.
Effective Communications: Understanding of effective communication concepts, tools and techniques; ability to effectively transmit, receive, and accurately interpret ideas, information, and needs through the application of appropriate communication behaviors.
Negotiating: Knowledge of successful negotiation concepts and techniques; ability to negotiate successfully across the organization and with external vendors and clients in a constructive and collaborative manner.
Relationship Management: Knowledge of relationship management techniques; ability to establish and maintain healthy working relationships with clients, vendors, and peers.
Business Development: Knowledge of business development tools, techniques and approaches; ability to explore and develop potential areas of business growth for the organization.
Value Selling: Knowledge of the principles and practices for selling products, technology and services; ability to provide overall product/service 'value' and to differentiate support offerings that address clearly understood customer needs.
Posting Dates
June 15, 2026 - June 24, 2026
Caterpillar is an Equal Opportunity Employer. Qualified applicants of any age are encouraged to apply
Not ready to apply? Join our Talent Community.
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