Strategic Account Executive - Heavy Equipment Rental

Major Projects – Cat Rental is a new Cat Rental Dealer in North America — and we're hiring our founding sales team. If you have extensive heavy equipment experience, national rental experience, and you're ready to build something new with the Cat brand behind you, this is the role.

We are a new Cat Rental Dealer focused exclusively on the largest construction and infrastructure projects in the US and Canada. We need Strategic Account Executives with national reach, who can find the work, win the work, and ensure a seamless customer experience alongside of the local Cat Dealer.

WHAT YOU'LL DO

Sales & Business Development

• Identify, prospect, and close major project rental opportunities across North America, targeting customers building $2B projects across construction, infrastructure, energy, and industrial sectors.

• Develop and execute strategic account plans aligned with revenue, market share, and profitability objectives.

• Negotiate and establish Master Rental Agreements (MRAs), Master Service Agreements (MSAs), and project-specific rental contracts at acceptable margin levels.

• Build and maintain a robust sales pipeline using CRM tools; provide accurate forecasting to VP of Business Development on a weekly and monthly basis.

• Monitor major project bid boards (Dodge, CMD, infrastructure databases) and contractor award announcements to identify emerging opportunities early in the project lifecycle.

• Analyze and report competitive activity through formal lost-sales analysis and written assessment of competitive positioning.

Customer Relationship Management

• Serve as the single point of contact and primary liaison for assigned major project accounts, maintaining continuity of coverage across all customer operations and project sites.

• Ensure customer decision makers are fully aware of our complete equipment offering, product support capabilities, technology solutions, and safety programs before they finalize sourcing decisions.

• Conduct regular customer visits — office, jobsite, and executive-level meetings — to deepen relationships, assess satisfaction, and uncover new opportunities.

• Develop and manage relationships with customer decision makers including project managers, procurement leads, equipment managers, and C-suite executives.

• Coordinate with Cat dealer rental teams across the broader Caterpillar dealer network, ensuring alignment on fleet availability, delivery, service, and billing.

Collaboration & Coordination

• Work closely with the VP of Asset Management to communicate fleet needs, recommend equipment acquisitions, and coordinate redeployment of assets.

• Partner with the VP of Operations to ensure delivery logistics, service support, and transportation meet customer requirements.

• Serve as the primary brand ambassador for Major Projects – Cat Rental in the field through direct customer engagement, industry events, and relationship-driven business development.

• Participate in the monthly S&OP process, providing frontline market intelligence on upcoming projects, competitive activity, and customer demand trends.

• Coordinate with Caterpillar's National Rental Account Managers and corporate account teams to align on shared customer strategies and fleet planning.

Reporting & Analysis

• Maintain accurate and current customer data, activity logs, and opportunity tracking in the CRM system.

• Prepare and deliver weekly activity reports and monthly territory reviews to the VP of Business Development.

• Analyze sales performance metrics including rental revenue, utilization rates, rate realization, market share, and customer retention to guide strategy.

• Support budgeting and capital planning processes with data-driven insights from the field.

WHO WE'RE LOOKING FOR

• 10 years of progressive sales experience in heavy equipment rental, construction equipment distribution, or major project sales with a documented track record of meeting or exceeding revenue targets.

• Strong understanding of Caterpillar products, applications, and dealer business models, or equivalent OEM experience (Komatsu, Volvo, John Deere, Liebherr).

• Demonstrated experience managing large, complex accounts with multi-site project requirements.

• Proficiency with CRM platforms (Salesforce, DBS/SalesLink, or equivalent) and Microsoft Office Suite.

• Knowledge of rental rate structures, fleet lifecycle management, and equipment utilization metrics.

• Hunter mentality — you find the work, you don't wait for it.

• Bachelor's degree preferred; equivalent combination of education and experience will be considered.

• Valid driver's license with a clean driving record.

PREFERRED BACKGROUND

• Prior experience as a Corporate Accounts Representative, Rental Sales Representative, Territory Manager, or National/Strategic Account Manager at a Caterpillar dealership, United Rentals, Sunbelt Rentals, or equivalent rental organization.

• Existing relationships with major EPC contractors, general contractors, and infrastructure developers operating across North American markets.

• Experience with Dodge/CMD project tracking tools and public bid monitoring systems.

• Familiarity with Cat Rental Store operations, fleet management systems, and Caterpillar's national and corporate account programs.

• Understanding of heavy construction applications including earthmoving, paving, power generation, and material handling.

• Demonstrated ability to coordinate and participate in customer visits to OEM and dealer facilities as part of the sales process.

WHAT WE OFFER

• Competitive base salary performance-based commission

• Medical, dental, and vision insurance

• 401K savings plan

• Paid time off company holidays

• The opportunity to build a company from the ground up — with one of the most recognized brands in heavy industry behind you

TRAVEL

50% travel across North America. You go where the projects are.

Major Projects – Cat Rental is an EEO/AA/Veterans/Disabled employer.