Area Sales Manager

Mobile Air & Power Rentals•Carol Stream, IL

About The Position

The Area Sales Manager for the HVAC Rental Business works closely with the Regional Leadership Team (RGM/Controller) and VP of Sales to develop, implement, and execute strategies that accelerate sales revenue, increase market share, and improve profitability within the region. The role coaches and empowers the sales team to reach its potential individually and across branches. The manager leads account development and sales performance, oversees pricing and forecasting, monitors selling expenses, and provides ongoing coaching and performance management. The role also partners with branch operations and sales administration to improve regional financial performance, tracks market and competitor trends, engages with industry associations, and supports customer loyalty and satisfaction.

Requirements

At least 10 years of sales and sales management experience in industrial products, particularly in the HVAC rental business.
Strong background in structured sales processes and pipeline management.
Demonstrated ability to lead, motivate, and mentor a sales force; experience coaching and training people with varying levels of experience.
Personal experience and in-depth understanding of CRM use, pipeline development, and business forecasting.
Excellent communication and negotiation skills, with the ability to adapt to different stakeholders.
Strategic planning ability, including using data analysis to identify high-return customers and strategies.
Strong understanding of business financials, market segmentation, customer requirements, and trends affecting the business.
Willingness to travel approximately 50–70% of the time, with flexibility as business needs fluctuate.
Valid driver's license and clean driving record.
Ability to pass pre-employment background and drug screenings.

Nice To Haves

A bachelor's degree in Engineering, Marketing, Business, or a related vocational field.

Responsibilities

Develop and maintain senior-level relationships and revenue with key and target accounts and sectors in the assigned area, fostering a hands-on account management culture.
Lead the area sales team in achieving revenue, profit, and market-share goals through effective sales management and CRM practices; resolve sales channel conflicts and customer issues professionally, and maintain a strong field presence.
Refine pricing strategies for products and services to maximize contribution margins, and assist regional leadership with opportunity management and forecasting.
Monitor and enforce selling expense targets in accordance with budget guidelines.
Conduct monthly one-on-one meetings with assigned sales staff to review sales plans, pipelines, forecasts, activity plans, account management, and personal development goals; document and follow up on action items.
Review weekly activity plans and coach sales team members to improve productivity; distribute and enforce regional sales plans and work toward keeping all sales staff at or above individual targets.
Recommend performance improvement plans to regional leadership when needed, and enforce and document progress.
Facilitate monthly pre-call planning and observe sales calls, providing coaching on personal development, closing techniques, and deal structuring.
Engage with local and area industry trade associations, including BOMA, MCA, and AGC, and explore strategic membership opportunities for team members.
Partner with Branch Operations and Sales Administration to optimize service and sales support costs and improve regional financial performance.
Monitor market trends and competitor actions, build industry relationships, and develop strategies to respond to emerging trends.
Coach and train area sales personnel, particularly direct reports, and promote continuous improvement in performance management and personal development.
Promote customer loyalty by improving customer satisfaction processes, analyzing target account needs, and developing strategies to increase market penetration.