Rental & Used Operations Representative

Caterpillar Inc.

Lead dealer relationships and manage sales capabilities for Caterpillar, focusing on customer satisfaction and business growth. Work collaboratively to enhance sales strategies and implement corrective actions as needed.

Posted 6/3/2026full-timeFOSHAN • 🇨🇳 ChinaMid-LevelSeniorWebsite

About the role

Key responsibilities & impact

Leads and manages dealers' relationships to market company products and services and assists in the development of dealer sales capability.
Understanding of business model and acting within the business process guidance on review and approval for variance programs and commercial actions.
Designing and assisting dealers on the forecast, sales/rental/used strategy planning, and sales techniques; supporting the rollout of new products.
Performing regular sales performance reviews with dealers and ensuring implementation of corrective actions where needed.
Leading the selling opportunities identification, customer satisfaction improvement and business relationship enhancement.

Requirements

What you’ll need

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.
Business Development: Knowledge of business development tools, techniques and approaches; ability to explore and develop potential areas of business growth for the organization.
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.

Benefits

Comp & perks

Professional growth opportunities
Leadership programs

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills & Tools

sales techniquesforecastingsales strategy planningperformance reviewscorrective actionsbusiness model understandingvariance programscommercial actionscustomer solutionsbusiness development

Soft Skills

customer focusdecision makingcritical thinkingeffective communicationnegotiatingrelationship managementbusiness growth explorationvalue sellingcustomer satisfaction improvementselling opportunities identification