Manager - Rental Services Regional Sales

I.             Position Objective

 

Position duties include but are not limited to: motivate and proactively assist the Sales Representatives in conjunction with the Rental Services Managers, in meeting and exceeding their equipment rental, sales revenue and profitability goals, motivating all store employees, assist with operational issues and help maintain and grow a high performance sales force.

II.            Essential Position Duties

• Works with the Rental Services Branch Manager to achieve divisional and annual business goals including: Sets strategies and execute methods to increase market share and existing business relationships, and coordinate branch sales activities within the organization.
• Work together with Rental Services and Branch Managers to develop new markets, understand market trends, competition and other matters affecting profitability and business growth in the company.
• Establish, in conjunction with Rental Services and Branch Manager, territories and monthly and yearly revenue and sales goals for Sales Representatives.
• Provide coaching and assistance to Sales Representatives via reviewing call logs and call reports and giving feed back on a regular basis.
• Work alongside Branch Managers to contribute to performance appraisals for Sales Representatives.
• Works with Division & Operations Managers influencing procurement of the rental fleet
• Responsible for working with other Management in interviewing and hiring of new Sales Representative candidates.
• Continuously improves, develops, and expands the Rental Service sales function. Constantly strives for excellence
• Cooperates effectively with Caterpillar and other suppliers to gain maximum support and assistance while enhancing those critical partnerships
• Other related duties and projects assigned by management
• Pass sales leads to appropriate sales representative
• Responsible for ensuring that all sales representatives know how to effectively sell the value that MacAllister provides and ultimately gets a higher rental rate or retail price than the competitors in their territory on a consistent basis
• Safety
• Do not violate any safety rule for policy.
• Enforce all personal protective equipment rules and regulations.
• Ensure all safety rules and policies are enforced.

III.          Position Requirements

• Knowledge, skills and abilities typically acquired through a college degree in business or work experience
• Minimum of 5-7 years’ experience in Rental Service sales and management
• Great overall managerial skills in the areas of communication, organization, judgment, decision making, interpersonal skills (empathy, listening, etc.), analytical ability
• Ability to delegate/empower team providing authority and decision making latitude to sales staff.
• Adept at financial management, familiar with key elements of making a profit, established a track record of profitable performance, understands the use of financial statements, can evaluate risk vs. reward in transactions, strategic decisions and inventory decisions
• Able to teach, train, and develop people in the art and science of selling; a good coach. Able to build and improve sales force and staff
• A team player, cooperative, unselfish, thinks corporately not departmentally. Can work easily and synergistically with other managers.
• Possesses horsepower- the ability to get results, initiate action, motivate people, overcome obstacles, make progress and perform. Makes things happen, exceeds expectations.
• Demonstrates creativity, ingenuity, and inventiveness and can think outside the box.
• Professional in appearance, demeanor, operating style, as manifested in image, thoroughness, completeness, accuracy, polish, appropriateness, integrity, effectiveness.
• Practices a win-win approach satisfying both parties involved in any activity. Aware and concerned of other needs, desires, requirements and strives to provide for them while also achieving his own needs and ends.

IV.          Difficulty of Work and Responsibility

Incumbent performs duties broad in scope and must interpret and apply policies, procedures, guidelines and laws that are generally easy to follow, including company policies and procedures. Incumbent is responsible for a great deal of tasks that all have varying levels of difficulty. As a manager, incumbent’s position requires a great deal of management skill and know-how. An error in judgment or procedure could impact revenues, expenses, operating profits, legal compliance, customer relations and company reputation.

V.           Work Relationships, Physical Effort and Work Environment

Incumbent maintains contact with department staff, division and company staff, customers and employees of both public and private sector organizations and the general public on a daily basis. The work environment is generally an office setting; however, the possibility exists for minimal exposure to various weather conditions such as extreme heat and cold as incumbent works both indoors and outdoors. It is likely that incumbent will be exposed to loud noise and vibration such as that from heavy machinery. Incumbent may have minimal exposure to some hazards at various times such as moving mechanical parts, chemicals, fumes, odors, dusts, mists, gases and oil. The normal physical activity includes climbing, balancing, pushing/pulling, standing, sitting, walking, lifting, fingering/grasping/feeling, talking and hearing.  The minimal visual activity is close to the eyes indicated by the types of machines and equipment required in an office environment, including computer, printer, calculator, telephone, fax machine and copier.

 
Cultural Competencies: Skilled Level
Technical Competencies

• Able to teach, train, and develop people in the art and science of selling.
• Able to build and improve sales force and staff.
• Solid understanding of the products and their application and the product market
• Ability to discuss the technical aspects of the equipment with customers and other employees.
• Solid understanding of rental business practices and processes and utilizes them in daily work with minimal errors.
• Ability to understand customer needs and relentless in the pursuit of fulfilling the customers need
• Ability to operate a computer and necessary programs such as Microsoft Office products and database systems.