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What you will do?
As a Rental Key Account Manager, you will work with selected Cat Dealers in South-West Europe to quickly grow the Europe Rental Key Account Program. You will focus on building a portfolio of new business and developing the existing accounts. You will act as a liaison between the Cat dealer network and the Customer Accounts, ensuring both customer satisfaction and Dealer revenue growth. The job includes tasks such as:
1. Grow the number of accounts in the program for selected countries:
o Identify industry segments with strong growth potential.
o Develop a deep understanding of specific segments' value chain, rental needs, and decision-making process.
o Work with dealers to identify and qualify new account opportunities.
o Offer qualified accounts to join the Europe Rental Key Account Program.
o Ensure that account decision makers have been fully exposed to the features/benefits available from the Program.
2. Develop existing accounts:
o Develop and execute account strategies and activities for specified accounts.
o Establish a long-term strategic relationship with customers and identify business needs and problems.
o Follow-up on relevant customer rental leads to ensure dealers are delivering the Key Account Program benefits.
o Provide dealers with key customer insights to improve service levels to customers and help dealers make informed commercial decisions.
o Have regular business reviews with assigned accounts to collect customer feedback, identify future project needs, and resolve any outstanding issues.
3. Support Dealers in executing the program:
o Provide customer feedback to dealers.
o Work with relevant dealer account managers to provide an exceptional customer experience.
o Help dealers develop operational rental capabilities to execute the program.
o Manage the compliance of assignments and keep up to date with new industry trends, changing technology, and regulations affecting the competitive environment.
Key skills for your successful assignment:
* 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.
* Account Management: Knowledge of account management; ability to manage day-to-day activities, providing services and support to existing clients.
* 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.
Additional keys to success (Desired Qualifications):
* Progressive experience in Key Account Management with large international customers (mainly in rental and/or construction equipment industry).
* Strong verbal, written and visual communicator (with desired knowledge of Spanish and/or Italian language).
* Proven track record of sales success with documented results.
* Ability to be a change agent, be flexible, as the program expands.
* Strong leadership and interpersonal skills to successfully influence others and achieve goals.
* Desire to contribute to Caterpillar’s culture and uphold company core values.
* Experience in contractual relationships with end-customers and distribution dealers in Europe.
* Strong time management, project management and organization skills.
* Understanding of/experience with dealer or distributor business models.
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