Authorized Rental Provider Account Manager

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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.

Job Title: Authorized Rental Provider Senior Account Manager

Salary starting from £68,162 depending on experience

Location: Larne with significant EAME travel

Benefits: 

• 25 days annual leave plus bank holidays
• Up to 20% Bonus
• Cash Car Allowance - £475pcm
• Contributory pension scheme - Caterpillar will contribute up to 6%
• Contributory share scheme - Caterpillar will match 50% of the employee's contribution.
• Optional flexible benefits including access to health and dental care plans, EV car lease, holiday purchase.

About Electric Power Division
Caterpillar's Electric Power Division (EPD) offers integrated solutions, parts, and services to meet the needs of our various commercial and industrial electric power customers. EPD supports a wide range of customer applications across the globe, including providing prime and back-up power to hospitals, providing emergency power when natural disasters strike, and supporting critical infrastructure for data centers, municipalities, and more.

With a rich history of more than 95 years in the electric power business, our team has world-class expertise and a proven ability to adapt to changing demands. We’re committed to providing sustainable and reliable solutions to our customers.

Join our team to help build a better, more sustainable world for future generations!

The Opportunity

Lead the growth and expansion of Caterpillar Rental Power across a network of Authorized Rental Provider (ARP) accounts throughout Europe, Africa and the Middle East (EAME). In this high-impact role, you will develop and deliver regional growth strategies that drive profitable business expansion, increase Caterpillar fleet adoption, strengthen market presence, and build long-term customer and partner relationships.

Working closely with ARPs, Caterpillar dealers, customers and internal stakeholders, you will identify new business opportunities, support strategic account growth, and help expand Caterpillar's Rental Power distribution footprint across the region. You will play a key role in delivering commercial success while enhancing brand loyalty and market penetration in both established and emerging markets.

This is a highly customer-facing position requiring extensive travel across the EAME region (up to 75%). You will regularly engage with customers and partners, lead strategic account planning activities, support business development initiatives, and drive channel expansion and growth opportunities throughout the territory.

What You Will Do

• Develop and execute strategic account plans for existing ARP accounts across the EAME region.
• Drive Rental Power revenue growth, fleet utilization, and Caterpillar market share expansion through the ARP channel.
• Identify, evaluate, recruit, and onboard new Authorized Rental Providers in priority markets across EAME.
• Assess market coverage and develop expansion strategies to strengthen Caterpillar's Rental Power distribution network.
• Build and maintain executive-level relationships with ARP owners, leadership teams, and key decision makers, acting as a trusted advisor and advocate for assigned accounts.
• Lead ARP qualification activities, including business assessments, market analysis, growth potential evaluations, and onboarding recommendations.
• Partner with Caterpillar dealers and regional leadership teams to identify white-space opportunities and expand channel coverage.
• Develop robust business cases supporting new ARP appointments, fleet investments, and strategic growth initiatives.
• Conduct regular business reviews, strategic planning sessions, and performance assessments focused on growth opportunities and long-term strategic alignment.
• Analyze market trends, competitive activity, customer needs, and fleet requirements to identify and capitalize on growth opportunities.
• Support ARP expansion into key industry sectors, including construction, industrial, infrastructure, mining, utilities, events, and temporary power applications.
• Develop and maintain opportunity pipelines, sales forecasts, and account growth plans.
• Lead commercial discussions and negotiations with both existing and prospective ARP partners.
• Coordinate cross-functional resources and facilitate collaboration between Caterpillar, dealers, and ARP partners to ensure successful execution of growth initiatives and high levels of customer satisfaction.
• Champion Caterpillar's value proposition, products, services, and support capabilities to help ARPs grow their businesses and win new customers.
• Travel up to 75% throughout Europe, Africa, and the Middle East to support customer engagement, channel development, strategic partnerships, and business growth initiatives.

What You Will Have:

Account Management: Knowledge of account management; ability to manage day-to-day activities, providing
services and support to existing clients.  Level Extensive Experience

• Significant experience in account management, sales, business development, channel management, or rental industry leadership.

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.  Level Extensive Experience

• Demonstrated success managing strategic customer relationships across multiple countries and cultures.

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. Level Working Knowledge

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. Level Extensive Experience

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.  Level Extensive Experience

• Excellent communication, presentation, and relationship-building skills.

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.  Level Extensive Experience

• Strong commercial acumen, negotiation skills, and strategic planning capabilities.

Relationship Management: Knowledge of relationship management techniques; ability to establish and maintain healthy working relationships with clients, vendors, and peers.  Level Extensive Experience

• Experience working within matrixed organizations and coordinating cross-functional teams.

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.  Level Extensive Experience

Top Candidates will have:

• Experience in power generation, rental equipment, energy, construction, mining, industrial, or infrastructure industries.
• Experience working with dealer networks, rental organizations, distributors, or strategic channel partners.
• Knowledge of temporary power applications and rental fleet management.
• Experience managing multinational accounts across EAME.
• Proven track record of developing new business opportunities and growing indirect sales channels.
• Bachelor's degree or equivalent industry experience.

Additional Information:

• to travel up to 75% throughout the EAME region.
• when not travelling the role is based in the Larne offices

What You Will Get

We look forward to welcoming the successful candidate to our dynamic, diverse and friendly team. We have a culture of openness, autonomy, support, personal development as well as a continuous drive for improvement.  

About Caterpillar

Caterpillar Inc. is the world’s leading manufacturer of construction and mining equipment, off-highway diesel and natural gas engines, industrial gas turbines and diesel-electric locomotives. For over 100 years, we’ve been helping customers build a better, more sustainable world and are committed and contributing to a reduced-carbon future. Our innovative products and services, backed by our global dealer network, provide exceptional value that helps customers succeed.

NB. The panel cannot make assumptions when shortlisting therefore please demonstrate your qualifications and experience on your CV relevant to the criteria outlined. Pending the number of applications, the criteria for the position may be enhanced to facilitate shortlisting. #LI

Posting Dates:

Caterpillar is an Equal Opportunity Employer.  Qualified applicants of any age are encouraged to apply.

The panel cannot make assumptions when shortlisting therefore please demonstrate your qualifications and experience on your CV relevant to the criteria outlined.

Pending the number of applications, the criteria for the position may be enhanced to facilitate shortlisting.

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