Territory Account Manager

Company:

Finning (UK) Ltd

Number of Openings:

1

Worker Type:

Permanent

Position Overview:

Finning is the world's largest Caterpillar dealer, delivering industry-leading equipment, technology, and support solutions to customers across construction, infrastructure, industrial, and waste sectors. We are looking for an ambitious and customer-focused Territory Account Manager to join our Compact Equipment team in Scotland.

Job Description:

This is an exciting opportunity to take ownership of a defined territory, develop new business opportunities, strengthen existing customer relationships, and drive the sales of both new and used CAT Compact Equipment solutions.

If you are enthusiastic about sales, thrive on building long-term customer partnerships, and enjoy delivering results in a competitive market, we would love to hear from you. Have you sold into Agriculture, Construction or the Golf industry in the past?

Key Responsibilities:

As a Territory Account Manager, you will be responsible for developing and growing a profitable customer portfolio across your territory.

• Developing and executing a regional business plan to achieve sales, revenue and margin targets.
• Managing the sale of new and used CAT Compact Equipment, work tools, Customer Value Agreements (CVAs), and extended warranty solutions.
• Identifying, qualifying and converting new business opportunities while maximising existing customer relationships.
• Planning and delivering effective territory coverage using customer insights, CRM tools, marketing campaigns, and internal sales support resources.
• Building strong relationships with key decision-makers across customer organisations.
• Creating tailored equipment and finance solutions that meet customer operational and commercial needs.
• Working collaboratively with Finning teams, including Product Support, Marketing, Rental, and Cat Financial, to deliver a seamless customer experience.
• Maintaining an up-to-date understanding of market trends, customer requirements, and competitor activity within your territory.
• Accurately managing sales opportunities and pipeline activity through Salesforce and other business systems.

 

Knowledge, Skills and Experience:

• Proven success in a field-based sales or account management role.
• A track record of achieving and exceeding sales targets.
• Strong commercial and financial acumen with the ability to build profitable business cases.
• Excellent communication, negotiation, and presentation skills.
• The ability to influence decision makers and build trusted customer relationships.
• Strong planning, organisation, and territory management skills.
• A self-motivated and results-driven approach with a passion for winning new business.
• Experience within construction equipment, plant hire, machinery, industrial equipment, or a related sector would be advantageous.
• Knowledge of compact equipment, paving and compaction products would be beneficial.

 

What We Offer:

In addition to a competitive salary, commission scheme, company car or car allowance, 25 days annual leave, and up to 7% pension contribution, you will also benefit from:

• Comprehensive employee benefits package.
• Ongoing training and professional development opportunities.
• Career progression within the world's largest Caterpillar dealer.
• A supportive, collaborative and high-performing sales team.
• The opportunity to represent one of the most recognised and respected brands in the construction equipment industry.

 

Why Finning:

At Finning, we are committed to helping our people succeed. We invest in our employees, encourage innovation, and create an environment where individuals can develop their careers while making a real impact for our customers.

Join us and play a key role in helping customers power their businesses with industry-leading Caterpillar solutions.

At Finning, we prioritize creating a diverse and inclusive environment. We are proud to be an equal opportunity employer, and we actively encourage all individuals to express themselves and achieve their full potential. As a company, we continuously strive to enhance our outreach to individuals of all backgrounds and identities. We do not discriminate against applicants based on gender identity, race, national and ethnic origin, religion, age, sexual orientation, marital and family status, and/or mental or physical disabilities. Furthermore, Finning is committed to collaborating with and providing reasonable accommodations /adjustments to individuals with disabilities. If you require an adjustment/accommodation at any point during the recruitment process, please inform your recruiter. Finning is a forces-friendly employer having signed the Armed Forces Covenant, and pledges to treat those who serve or have served in the armed forces, and their families fairly.