Senior National Account Manager

Caterpillar•Irving, TX

3d•Hybrid

About The Position

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. Exciting things continue to happen at Caterpillar, and one of the most exciting areas of innovation and growth is Global Rental. As more customers turn to rental solutions to help build a better world, Caterpillar and our dealers are seeing significant opportunities through continued expansion of solution offerings such as The Cat Rental Store. Role Summary As a Caterpillar Senior Rental National Account Manager, you will drive rental national account revenue by growing relationships with new and existing customers and building a strong portfolio of national account business. In this role, you will work closely with Caterpillar dealers to strengthen rental capabilities, elevate customer experience, and deliver year-over-year growth across your account portfolio.

Requirements

Customer Focus: Demonstrated ability to align products and services to customer business needs and deliver effective solutions.
Industry Knowledge: Experience selling or marketing within construction, heavy equipment, or a related industry.
Negotiating: Strong value-selling, influencing, and negotiation skills, with the ability to navigate complex conversations and drive results.
Relationship Management: Proven ability to build trust, develop strong partnerships, and work effectively within dealer or distributor business models.
Account Management: Ability to use data, sales history, and performance metrics to guide account strategy and drive customer and dealer engagement.

Nice To Haves

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.

Responsibilities

Collaborate with dealers to strengthen rental capabilities and expand account support.
Lead contract negotiations with new national account prospects.
Build and maintain strong relationships with internal partners and major customers to achieve sales objectives.
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 while aligning Caterpillar and dealer resources to support customer satisfaction.
Advise internal Caterpillar teams on industry direction, customer priorities, and emerging strategic needs.
Consult with dealers and districts on rental revenue, product sales, and service support across the portfolio.
Travel regularly to customer locations to resolve issues, strengthen relationships, and identify future product needs.
Support assigned customers through product and program planning that helps maintain product health and accelerate rental revenue growth.
Ensure account decision-makers understand the full value of Caterpillar products, dealer capabilities, and available solutions before finalizing purchasing decisions.
Monitor compliance, industry trends, technology changes, and regulatory developments that impact the competitive landscape.
Lead and mentor new and existing National Account Managers.