Key Accounts Manager, Rental

The Key Accounts Manager, Rental is responsible for targeting and growing assigned strategic rental accounts and jobsites while supporting the development and growth of CAT National Accounts. The focus for this position is on accounts and or jobsites assigned by management, that have significant rental opportunity within company territory. This role will also handle all rental needs for Rental Services and must execute assigned objectives and expectations. SUCCESS AT WESTERN STATES: Western State’s culture is based on passion for our Vision, Mission, and VALUES. We are fiercely committed to SAFETY and sending every employee, safely home, every day. We strive for EXCELLENCE in all we do and are proud to be a “play to win” organization. We act with INTEGRITY in each and every decision we make. Our People and TEAMWORK drive a fun and engaging culture. We are ACCOUNTABLE as individuals and as an organization.

ESSENTIAL FUNCTIONS:

Safety * Actively cares, promotes, manages, and advocates safety at Western States. As a leader and team member in the organization, it is critical to ensure all employees, vendors, and clients have a safe work environment while adhering to all applicable safety policies, procedures, and standards. * Maintains clean/clutter free personal work areas to ensure safe environment for all WSECO employees. * Adhering to required personal protective equipment (PPE) as identified in safety policy. Growth Targets, Business Plan Objectives and Relationship Building * Achieves business plan objectives for rental, sales and growth targets for assigned key accounts. * Fosters relationship with local and national customers to increase rental market share (PRRO) within territory. * Collaborates with marketing and other company divisions to develop plans to grow and penetrate new Key and National accounts. * Partners with local rental reps and Heavy Rents on projects for strategic account customers working in their assigned territories.

• Collaborates with Rental Leadership on fleet needs and opportunities.
• Works with CAT National account team to align with program KPI’s.
• Fosters strategic relationship with Cat Dealers counterparts and allied

partners. * Ensures effective and consistent use of company CRM on Activities and Calendar. * Develops and coordinates training to meet strategic customer accounts requirements.

• Attends sales/management meetings, trade shows, and assigned training.
• Complies with company credit policies and assists with collections as

requested. * Consistently meets deadlines on management requests, special assignment or projects.

• Ensures company provided vehicle is maintained to company image standards.
• Available for customer requests outside of traditional business hours and

days of the week.

• Models a safety first approach at all times.
• Represents Western States in a professional manner that promotes the goals

and values set forth by Western States and the Caterpillar organization.

SKILLS, KNOWLEDGE, AND ABILITIES:

* Knowledge and use of Microsoft Office products, Power BI, Power Apps, Chrome, & Dodge Pipeline * Proven skills in written and verbal communications, planning, organizing, leadership, and interpersonal relationship building. * Ability to quickly identify problems, approach work from a solutions-based focus, and develop creative solutions to complex issues. * Proficient use Microsoft AX, Dodge, Rouse Analytics, and other computer applications as needed * Must be able to prioritize, schedule, and travel as need by the industrial facilities.

• Drive and maintain company vehicle.
• Must be a self starter and able to work without supervision.
• Consistent attendance.

EDUCATION AND EXPERIENCE:

• Proof of high school diploma or General Education Degree (GED).
• Five years of sales experience in the equipment rental industry required.
• Minimum of 1 year in quantifiable track record of sustained market share

growth for assigned territory required. * Minimum of 1 year in the use and operation of aerial, all other allied, and light construction equipment required.

• Valid driver’s license and excellent driving record required.
• Must be able to communicate (speak, read, comprehend, write in English).

PHYSICAL CHARACTERISTICS:

* Ability to stand for long periods of time along with walking, sitting, repetitive climbing stairs, reaching (including but not limited to above-shoulder reaching), repetitive bending, stooping, pushing, pulling, leaning and twisting. * Ability to lift up to 60 lbs. in accordance with Western States’ Lifting Policy to include amount and approach. * Must be able to meet all safety requirements for applicable safety policies. Disclaimer: The above statements are intended to describe the general nature and level of work being performed by employees assigned to this classification. It is not intended be an exhaustive list of all responsibilities, duties, and skills required of employees in this classification. This role is designated as safety-sensitive.