Strategic Account Executive - #303616

Why Major Projects

Major Projects - Cat Rental is the newest 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.

Position Summary

The Strategic Account Executive - Major Projects Rental is responsible for driving rental revenue growth and market share across North America by identifying, developing, and managing relationships with customers executing major construction and infrastructure projects. This role serves as the primary liaison between Major Projects - Cat Rental, Caterpillar Inc., and key customer accounts — ensuring that customers are fully aware of our complete equipment offering, product support capabilities, and technology solutions.

The SAE pursues opportunities wherever major projects are being built across the United States and Canada, while leveraging local Cat dealer service and aftermarket support at every project location. This individual is a hunter-seller who thrives on building new business while growing existing account revenue in a fast-paced, entrepreneurial environment backed by the strength of the Caterpillar brand.

What You'll Do

Reasonable accommodations may be made to enable individuals with disabilities to perform these essential functions.

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 Major Projects - Cat Rental’s 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 in Business, Marketing, Engineering, or related field 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.
  
  

Travel Requirements

50% travel across North America. Overnight travel required. This role pursues major project opportunities wherever they are being built across the United States and Canada.

Physical Demands

• Standing, walking, talking, sitting, using hands, and hearing.
• Sedentary to medium-sized work may require lifting and/or moving up to 32 pounds.
• Ability to visit active construction jobsites includes uneven terrain, elevated noise levels, and variable weather conditions.
• Ability to ascend/descend ladders, stairs, and access heavy equipment as needed for customer demonstrations and site visits.
  
  

Work Environment

• Remote or hybrid schedule with home office as primary base.
• Frequent travel to customer offices, jobsites, dealer locations, and industry events.
• Indoor/outdoor environments; noise level ranges from moderate (office) to loud (jobsites).
  
  

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
  
  

Other Duties

Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities and activities may change at any time with or without notice.

Requirements are representative of minimum levels of knowledge, skills and/or abilities. To perform this job successfully, the employee must possess the abilities or aptitudes to perform each duty proficiently.

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

Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities

This employer is required to notify all applicants of their rights pursuant to federal employment laws. For further information, please review the Know Your Rights notice from the Department of Labor.