Business Development Director (Heavy Rents)

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 & Used division is at the forefront of Caterpillar’s Services 2030 growth strategy. The division has double digit growth over the last few years and we are looking for a new leader for one of the most promising regions in the world.

As a Business Development Director (Heavy Rents) for the EAME region, you will work with prioritized Cat Dealers to drive rapid and profitable rental revenue growth. You will lead a team of experienced professionals located in the field across the region.

This position requires an experienced rental professional with a proven track record of defining and executing strategic growth plans. It will involve driving strategic alignment with Cat Dealers and Cat internal partners. You will lead diverse project teams to analyze the industry, the competitive landscape, and current state of performance. You will also deliver financial simulations, identify root causes and solutions, set new strategic goals and performance targets with dealers, and ensure growth plans are governed and executed on time to deliver profitable and sustainable rental revenue growth.

As a senior leader , you will leverage your deep rental industry knowledge to lead Cat Dealers through targeted rental growth projects following a proven methodology utilizing established tools.

As a thought leader and seasoned project manager, you will leverage the resources and data at your disposal to have strategic conversations with Cat Dealer senior managers to influence their daily operations to generate results. Leadership skills, entrepreneurial spirit, financial and business acumen, accountability, data driven, ability to influence, negotiate, build consensus, and communicate effectively are all essential skills.

Additional Info

Travel up to 50%

What You Will Do

1. Align Strategically
   Reach strategic growth alignment with select Cat Dealer and Cat internal stakeholders ahead of project launch.
   Align rental strategic initiatives with overarching Dealer strategic initiatives.
   Select Cat internal team members and counsel Cat dealer on their project team.
2. Analyze
   Run deep battlefield analysis for chosen territory (industry, competition, trends, performance).
   Establish Cat Dealer base performance (commercial, operational, financial) with detailed root cause analysis.
   Define the single safe source of data, tools & performance standards to drive consistency as well as performance.
3. Design growth solutions
   Work with Cat dealer project team and Cat internal strategy team to follow critical project steps.
   Define & implement a strategy for profitable rental growth, through the engagement of all relevant stakeholders.
   Advise dealers on performance requirements and all necessary improvement plans.
   Counsel dealers in developing increased human performance capability.
   Consult with dealers on process improvement methods and assisting with process evaluation.
   Advise on existing and potential performance/customer experience issues and improvement measures.
4. Execute & Govern
   Deliver on the business plan for fleet additions (in units and $ revenues).
   Counsel Cat Dealers on governance processes linked to performance requirements.
   Lead the Cat internal governance process with internal stakeholders.
   Assist dealers in business planning and on effectiveness of meeting expected business results as it related to capability.
   Incumbents apply their knowledge of the rental industry, dealer best practices, products, technology, and product support, in support of Caterpillar, dealer and customer expectations and needs and contribute to strategic planning.

What You Have

• 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.
• Data Gathering & Analysis: Knowledge of data gathering and analysis tools, techniques, and processes; ability to collect and synthesize data from a variety of stakeholders and sources in an objective manner to reach a conclusion, goal, or judgment.
• Decision Making & Critical Thinking: High level of business acumen as well as strategic planning, and execution skills.
• Effective Communications: Always focused on matching the right message to the audience; clear verbal and written communication.
• Negotiating: Ability to negotiate successfully across a matrix organization and with external partners / clients in a constructive and collaborative manner.

Top Candidates Could Also Have

• 10+ years of Equipment Rental experience and/or construction industry experience.
• Working and navigating a complex, matrix type environment.
• Language capability in addition to English (Spanish, French, German, or any other European Language).

What We Offer

From day one, you’re set up to thrive at Caterpillar: helpful training, relatable mentors, global experience, competitive salary package, work-life balance, and the growth opportunities you expect with a Fortune 100 company.

You power our success, and we are committed to empowering yours. After all, when your work can impact the entire world, it’s important to do work that matters.

Posting Dates

March 4, 2025 – March 13, 2025

Caterpillar is an Equal Opportunity Employer (EEO).

Not ready to apply? Join our Talent Community.

#J-18808-Ljbffr