Strategic Account Manager

Rental Strategic Account Manager About Us: Thompson Machinery has been powering progress since 1944. We are the go‑to Caterpillar dealer for Middle and West Tennessee and North Mississippi, delivering smart solutions, building lasting partnerships, and investing in our communities. What You Will Do The purpose of this position is to target and grow strategic rental accounts and support the development of National Accounts in partnership with the Caterpillar National Account Manager. The focus is on accounts that generate over $250,000 in revenue or have at least $500,000 in potential rental revenue per calendar year in the assigned territory. Essential Duties & Responsibilities Obtain 100% of business plan net revenue goals based on strategic account targets. Collaborate with sales and operational management to develop key rental target accounts. Achieve overall financial utilization of strategic accounts: CAT Equipment = 30% Allied Equipment = 50% Develop marketing plans to penetrate new accounts. Ensure all policies, procedures, and processes per the TMCC Employee Guidebook are followed. Oversee negotiations of major rental sales opportunities. Assist the Cat National Account Manager with growth, implementation, and all customer‑related issues. Schedule quarterly meetings with rental management to update account progress. Follow up on outstanding accounts receivable as needed. Work with the Rental Asset Manager on fleet specification needs and growth opportunities. Develop strategic account plans and strategies. Collaborate with Multi‑Territorial Customers to increase rental market share within Cat Rental Stores. Partner with existing rental representatives to develop key target accounts in their territories. Submit the Lost Rent Report at least once a month. Complete 100% of management requests, special assignments, or projects within the specified time. Maintain consistent communications with the rental sales team and other departments on progress, issues, and needs. Engage other Cat dealers as needed to develop strategic accounts. Schedule and develop training to meet strategic customer account requirements. Attend quarterly KPI Rental meetings. Create customer incentive programs to increase rental market share. Act as a consultative salesperson to executive decision makers of strategic accounts. Participate in scheduled order‑to‑cash meetings and accounts receivable reviews. Assist Rental Sales Managers with scorecard goals related to strategic accounts. Collaborate with the General Rental Manager and Rental Asset Manager on forecasting and planning. Support all rental representatives across the territory as needed. Develop relationships with all Allied vendors. Work with Strategic Account Managers at other Cat dealers as needed. Lift up to 25–30 pounds on occasion. Reside in, or be willing to relocate to, the assigned area to cover the territory. Require frequent hand use for typing, phone operation, handling materials, and other job‑related tasks. Possibly work in situations where hazards may be present. Perform other duties as assigned. Basic Qualifications College degree or equivalent formal training preferred. Minimum of 10 years of rental sales experience; related industries include construction, engineering, and equipment distribution. Knowledge, Technical Skill & Abilities Understanding of Caterpillar training and support capabilities. Knowledge of operations, sales, service, and systems related to account growth. Proficiency in writing proposals, emails, and memos to executive‑level managers. Ability to deliver basic rental training on products, operations, sales, service, and systems. Assessment skills: evaluating and reporting on strategic account performance. Working knowledge of Microsoft Word, Excel, PowerPoint, Integrated Rental Solutions, and DBS. Excellent interpersonal skills, enthusiastic personality, proven communicator, and teacher‑like abilities. Strong organizational skills and coordination of training and logistics. Mechanical aptitude beneficial. Benefits The Basics Various medical plan options, including a no‑cost option. Vision and dental insurance. Employer‑paid short‑term and long‑term disability insurance. Employer‑paid basic life insurance. 401(k) matching. Profit sharing. 8 paid holidays annually. Paid time off: up to 15 days annually, increasing after five years of service. Employee Assistance Program (EAP). What Sets Us Apart Competitive pay. Access to world‑class CAT training and development. Tuition reimbursement. Tool purchase assistance. Annual stipend for work boots. Company incentive bonus program. Paid Veteran holiday annually. Training and development programs. Work uniforms and professional cleaning services. Financial wellness programs. Thompson Machinery offers competitive salaries and a complete benefits package. Compensation for this position will be commensurate with candidate experience and background. Thompson Machinery is an equal opportunity employer: Minorities/Women/Veterans/Disabled. #J-18808-Ljbffr