Regional Sales Manager - Climate Control - American Rental Association - Partnership
Edison, NJ
About the Job
Job Description
Join Our Team!
Sunbelt Rentals strives to be the customer's first choice in the equipment rental industry. From pumps to scaffolding to general construction tools, we aim to be the only call needed to outfit a job site with the proper equipment. Not only do we offer a vast fleet that ranks among the best in the industry, we pair it all with a friendly and knowledgeable staff. Our employees are our greatest asset, and although we present a comprehensive equipment offering, our expertise and service are what truly distinguish us from the competition.
We pride ourselves on investing in our workforce and offer competitive benefits, as well as extensive on-the-job training for all eligible employees.
As a highly successful national company, we are constantly looking for talented individuals to support our growth. If you are interested in pursuing a rewarding career, we invite you to review our opportunities!
Job Description Summary
Position Objective:
The Regional Sales Manager coaches and develops branch level leadership and sales representatives to drive revenue within the region, including the design and delivery of sales training, sales meeting format and accountability, and management of specific assigned customers, projects, and initiatives. This will include leadership, coaching, mentorship, and to drive profitable revenue growth, by improving the overall customer experience. This position will need to communicate and promote these strategies to senior leadership and be able to effectively manage the implementation and adoption to the field level as well as provide comprehensive updates and analytics regarding the performance to plan.
Position Responsibilities:
Safety
* Ensures Health and Safety is the number one priority by complying with all safe work practices, policies, and processes and acting in a safe manner, always
Sales Leadership
* Create, establish, and implement basic sales expectations, and coach branch level leadership to hold all sales representatives to the Climate Control sales standard
* Reports to Regional Manager - Directed by Director of Sales - Executing vision and strategy of Regional Manager and Director of Sales with defined region.
* Regional SCR direct report
* Responsible for coaching and mentoring branch managers and Sales Representatives within respective region
* Responsible for regional financial performance across all areas of the business
* Manage organizational sales by developing a business plan that covers sales, revenue, and expense controls
* Meet planned sales goals and increase revenue within the region
* Set individual sales targets with the sales team and branch managers
* Assist with designs, take-offs/proposal calculations and help secure large projects and customers to support branch level leadership and sellers
* Create and promote uniform customer experience and sales capabilities across all branches within respective region
* Collaborate and synergize with a variety of leaders across the company (GT&E and all Specialty businesses) to promote capabilities with the intent to cross-sell products, solutions, and services
* Execute and implement divisional sales strategies in conjunction with Director of Sales within designated region
* Analyze rates, lead charge to ensure premium rate achievement. Accountable for annual rate reviews for all strategic customers with designated region
* Develop and execute a 12-month strategic sales calendar which would include but is not limited to: Sales Training, Market segment focus, commercial opportunities, construction opportunities, and seasonality specific to region goals
* Monitor competition relevant to area of responsibility for new opportunities or trends in the market, develop action plans for growth or change in response to these trends
* Collaborate with RSD and SCRs within region to identify customers to promotes climate control solutions within Sunbelt's strategic customer's book of business
* Lead, coach, and mentor branch level leadership and sellers to promote all heating, cooling, drying, and indoor air quality solutions across all market segments
* Manage and develop specific key or assigned accounts within the region
* Develop sales presentations and coach OSRs on effective presentation skills
* Travel to various job sites to conduct site inspections, sales presentations, and meet with our customer base
* Actively track top 25 projects within the region and ensure climate control representation by OSRs and SCRs
* Actively track top 25 climate control customers within the region and ensure relationship maximization with SCRs, OSRs, and BMs
* Review all large proposals with Branch Managers, SCRs, and OSRs to maximize close rate
* Lead Sales CRM Campaign leadership, accountability, and quality across all branches and sellers
* Utilize KPI and other reporting available to guide profitable revenue behaviors at the branch level
Training & Technical Support
* Implement Sales Training Programs for all Outside Sales Representatives and reinforce the training trough branch visits and Branch Manager led Sales Rep ride-a-longs and sales meetings
* Lead internal/external webinar series, highlighting our capabilities, products, services, and solutions
* Provide product specific RFQ support. Support OSRs and SCRs to prepare detailed technical proposals and product submittals in response to customer requirements along with contingency plan creation and execution
* Provide onboarding support to branch managers, OSRs, SCRs, and ERs to increase proficiency and retention
Reporting/Analytics
* Develop, maintain, communicate KPIs and dashboards that effectively measure progress and visibly translate into increased revenues and sales activity. Schedule quarterly review calls to review fleet performance, revenue growth, rate achievement, ancillary performance, cap factor and utilization
* Create sales meeting calendar and agenda by branch. Regularly attend to provide feedback and coaching to branch manager led sales meetings
* Attend weekly/ bi-weekly RSM call with director of sales to contribute to the broader RSM team, align with divisional goals and objectives, and present progress update on financials and priorities
Requirements:
Education & Experience:
* Bachelor's Degree of equivalent combination of experience and education plus 3-5 years of sales and/or sales leadership experience
* Available to travel 50% of the year
* Must have the ability to operate both strategic and tactical
* Excellent communication and people skills to interface with all levels including executive leadership along with great follow up skills and ability to change mid-stream to achieve targeted goals
* Strong training/coaching/presentation skills
* Technical and mechanical aptitude and ability to instruct, train and demonstrate product features and benefits
* Proficient in Microsoft applications
Base Pay Range: $89,864.45 - 152,078.30
Starting rate of pay may vary based on factors including, but not limited to, position offered, location, education, training, and/or experience. Please visit https://www.sunbeltrentals.com/careers/ for more information on our benefits and to join our Talent Network.
Sunbelt Rentals offers generous benefits including health, dental, vision, life insurance, wellbeing, and a retirement plan with employer matching contributions in accordance with Sunbelt's plans, policies, and applicable agreements (unless specified in a collective bargaining agreement).
Gear up for an exciting career!
Sunbelt Rentals supports service members. Veterans encouraged to apply.
If a current Sunbelt Rentals employee has referred you for an employment opportunity please notify them that you are applying for this position. In order for the employee to get a referral bonus they need to contact their regional recruiter.
Join Our Team!
Sunbelt Rentals strives to be the customer's first choice in the equipment rental industry. From pumps to scaffolding to general construction tools, we aim to be the only call needed to outfit a job site with the proper equipment. Not only do we offer a vast fleet that ranks among the best in the industry, we pair it all with a friendly and knowledgeable staff. Our employees are our greatest asset, and although we present a comprehensive equipment offering, our expertise and service are what truly distinguish us from the competition.
We pride ourselves on investing in our workforce and offer competitive benefits, as well as extensive on-the-job training for all eligible employees.
As a highly successful national company, we are constantly looking for talented individuals to support our growth. If you are interested in pursuing a rewarding career, we invite you to review our opportunities!
Job Description Summary
Position Objective:
The Regional Sales Manager coaches and develops branch level leadership and sales representatives to drive revenue within the region, including the design and delivery of sales training, sales meeting format and accountability, and management of specific assigned customers, projects, and initiatives. This will include leadership, coaching, mentorship, and to drive profitable revenue growth, by improving the overall customer experience. This position will need to communicate and promote these strategies to senior leadership and be able to effectively manage the implementation and adoption to the field level as well as provide comprehensive updates and analytics regarding the performance to plan.
Position Responsibilities:
Safety
* Ensures Health and Safety is the number one priority by complying with all safe work practices, policies, and processes and acting in a safe manner, always
Sales Leadership
* Create, establish, and implement basic sales expectations, and coach branch level leadership to hold all sales representatives to the Climate Control sales standard
* Reports to Regional Manager - Directed by Director of Sales - Executing vision and strategy of Regional Manager and Director of Sales with defined region.
* Regional SCR direct report
* Responsible for coaching and mentoring branch managers and Sales Representatives within respective region
* Responsible for regional financial performance across all areas of the business
* Manage organizational sales by developing a business plan that covers sales, revenue, and expense controls
* Meet planned sales goals and increase revenue within the region
* Set individual sales targets with the sales team and branch managers
* Assist with designs, take-offs/proposal calculations and help secure large projects and customers to support branch level leadership and sellers
* Create and promote uniform customer experience and sales capabilities across all branches within respective region
* Collaborate and synergize with a variety of leaders across the company (GT&E and all Specialty businesses) to promote capabilities with the intent to cross-sell products, solutions, and services
* Execute and implement divisional sales strategies in conjunction with Director of Sales within designated region
* Analyze rates, lead charge to ensure premium rate achievement. Accountable for annual rate reviews for all strategic customers with designated region
* Develop and execute a 12-month strategic sales calendar which would include but is not limited to: Sales Training, Market segment focus, commercial opportunities, construction opportunities, and seasonality specific to region goals
* Monitor competition relevant to area of responsibility for new opportunities or trends in the market, develop action plans for growth or change in response to these trends
* Collaborate with RSD and SCRs within region to identify customers to promotes climate control solutions within Sunbelt's strategic customer's book of business
* Lead, coach, and mentor branch level leadership and sellers to promote all heating, cooling, drying, and indoor air quality solutions across all market segments
* Manage and develop specific key or assigned accounts within the region
* Develop sales presentations and coach OSRs on effective presentation skills
* Travel to various job sites to conduct site inspections, sales presentations, and meet with our customer base
* Actively track top 25 projects within the region and ensure climate control representation by OSRs and SCRs
* Actively track top 25 climate control customers within the region and ensure relationship maximization with SCRs, OSRs, and BMs
* Review all large proposals with Branch Managers, SCRs, and OSRs to maximize close rate
* Lead Sales CRM Campaign leadership, accountability, and quality across all branches and sellers
* Utilize KPI and other reporting available to guide profitable revenue behaviors at the branch level
Training & Technical Support
* Implement Sales Training Programs for all Outside Sales Representatives and reinforce the training trough branch visits and Branch Manager led Sales Rep ride-a-longs and sales meetings
* Lead internal/external webinar series, highlighting our capabilities, products, services, and solutions
* Provide product specific RFQ support. Support OSRs and SCRs to prepare detailed technical proposals and product submittals in response to customer requirements along with contingency plan creation and execution
* Provide onboarding support to branch managers, OSRs, SCRs, and ERs to increase proficiency and retention
Reporting/Analytics
* Develop, maintain, communicate KPIs and dashboards that effectively measure progress and visibly translate into increased revenues and sales activity. Schedule quarterly review calls to review fleet performance, revenue growth, rate achievement, ancillary performance, cap factor and utilization
* Create sales meeting calendar and agenda by branch. Regularly attend to provide feedback and coaching to branch manager led sales meetings
* Attend weekly/ bi-weekly RSM call with director of sales to contribute to the broader RSM team, align with divisional goals and objectives, and present progress update on financials and priorities
Requirements:
Education & Experience:
* Bachelor's Degree of equivalent combination of experience and education plus 3-5 years of sales and/or sales leadership experience
* Available to travel 50% of the year
* Must have the ability to operate both strategic and tactical
* Excellent communication and people skills to interface with all levels including executive leadership along with great follow up skills and ability to change mid-stream to achieve targeted goals
* Strong training/coaching/presentation skills
* Technical and mechanical aptitude and ability to instruct, train and demonstrate product features and benefits
* Proficient in Microsoft applications
Base Pay Range: $89,864.45 - 152,078.30
Starting rate of pay may vary based on factors including, but not limited to, position offered, location, education, training, and/or experience. Please visit https://www.sunbeltrentals.com/careers/ for more information on our benefits and to join our Talent Network.
Sunbelt Rentals offers generous benefits including health, dental, vision, life insurance, wellbeing, and a retirement plan with employer matching contributions in accordance with Sunbelt's plans, policies, and applicable agreements (unless specified in a collective bargaining agreement).
Gear up for an exciting career!
Sunbelt Rentals supports service members. Veterans encouraged to apply.
If a current Sunbelt Rentals employee has referred you for an employment opportunity please notify them that you are applying for this position. In order for the employee to get a referral bonus they need to contact their regional recruiter.
Source : American Rental Association - Partnership
