Director, Facilities Maintenance and Retail - Climate Control US

sunbeltrentals; United States; On-site; USD 120,000 - 180,000; Full time

Job summary

Sunbelt Rentals is seeking a Strategic Sales Manager to work with the Vice President of Sales to expand strategic sales and operating strategies for the Facility Maintenance & Retail end market. You will lead, coach, onboard SCRs, and promote climate control solutions to drive profitable revenue growth and improve the customer experience across geographies.

The role requires leadership, analytics, and the ability to implement practices across field operations while providing updates to senior

Qualifications

• Experience leading strategic sales initiatives.
• Strong communication with senior leadership and cross-functional teams.
• Ability to manage multiple geographies and drive revenue growth.

Responsibilities

• Lead SCR training and onboarding to drive revenue growth.
• Develop and execute a 12-month strategic sales calendar with events and campaigns.
• Collaborate with Marketing to enhance brand and promote climate control capabilities.
• Manage accounts, conduct quarterly reviews, and optimize terms with customers.
• Provide technical proposals and RFQ support to win large projects.

Skills

Strategic sales

Leadership

Coaching

Training

Customer analytics

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 Strategic Sales Manager will work closely with the Vice President of Sales to lead the expansion of the Facility Maintenance & Retail end market's strategic sales and operational strategies. This will include leadership, coaching, mentorship, and onboarding Strategic Customer Representatives (SCR) to drive profitable revenue growth, by improving the overall customer experience and onboarding new strategic climate control (CC) customers. 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:
  • Ensure 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.
• Strategic Sales:
  • Increase SCR productivity by assisting with training, solution support, implementation, market segment development, revenue driving strategies and reporting and analytics
  • Perform quarterly account reviews ensuring customer expectations are met or exceeded.
  • Serve as SME for technical support for complex engineered solutions
  • Assist with designs, take-offs/proposal calculations and help WIN secure large projects and customers
  • Create a uniform customer experience across all geographies
  • Collaborate and synergize with a variety of leaders across the company (General Tool & Equipment and all Specialty businesses) to promote CC capabilities with the intent to cross-sell products, solutions, and services
  • Serve as link between Sales/Ops/Fleet to maximize fleet ROI with strategic customers
  • Analyze rates, lead charge to ensure premium rate achievement. Accountable for annual rate reviews for all strategic customers
  • Create and execute short & long-term sales plans and supporting strategies that result in significant revenue growth
  • Develop and execute a 12-month strategic sales calendar to include: sales training, webinars, customer events, trade show, industry networking event, conference presentations and lunch-n-learn
  • Collaborate with NAMs, SCRs, RSDs, identify existing managed accounts with significant potential. Focus on promoting capabilities with the intent to expand revenue by cross-selling to these customers our products, solutions, and services
  • Increase revenue in categories and products across all seasons within Facility Maintenance & Retail landscape
  • Manage AR and timely payment for all FM and E-fulfillment customers. Negotiie terms favorable to climate control and overall organization's AR goals
  • Creation of annual budgets with quarterly performance feedback and tracking to ensure annual budgets are achieved. Conduct quarterly account and performance reviews with FM
• SCR Team:
  • Work with contracts team and legal with managing and executing master rental agreements timely for new or existing Facility Maintenance & Retail strategic customers
• Training & Technical Support:
  • Lead internal/external webinar series, highlighting our capabilities, products, services, and solutions
  • Provide product specific RFQ support. Prepare detailed technical proposals and product submittals in response to customer requirements along with contingency plan creation and execution
  • Lead, coach, and mentor e-fulfillment and FM solutions teams to comprehend customer's climate control needs, effectively and efficiently facilitate work order requests, and analyze workflow processes to maximize productivity
• Marketing:
  • Collaborate with Marketing to enhance our brand, communicate our value proposition and continue to extend our leadership position in facility maintenance & retail
  • Support marketing with implementing relevant marketing collateral (point-of-purchase displays, advertising and sales collateral, trade show and industry association participation)
  • Create external customer marketing content relevant to growth and penetration within strategic customer's organizations.

Reporting/Analyti