Director of Sales - Facilities Maintenance - Climate Control North America

Sunbelt Rentals, Inc.•Washington, DC

12d•$132,236 - $181,825

About The Position

The Director of Sales for Facilities Maintenance and Retail – Climate Control provides strategic leadership and oversight of Sunbelt Rentals’ Climate Control Facilities Maintenance team. The role manages strategic sellers and customer service managers, develops growth strategies, builds and maintains key customer relationships, and partners with sales and operational leadership to drive sales and operational excellence. Success is measured by revenue growth, achievement of division-wide goals, and company targets. The position leads sales planning, revenue management, team performance, go-to-market strategy, customer and contract management, and collaboration with marketing, analytics, legal, and operational teams. It also leads and develops the sales and customer service teams and supports fulfillment partners in meeting customers’ climate control needs. The role may be based anywhere in the United States, provided the employee lives close to a major airport, and requires overnight travel as needed.

Requirements

Bachelor’s degree in Business, Sales, or Marketing.
Experience in the equipment rental, construction, or facilities maintenance industry.
Three to five years of progressive sales leadership experience, including direct management of a remote sales team.
Proven record of exceeding sales goals.
Strong business acumen and analytical skills.
Excellent written and verbal communication skills, including the ability to deliver presentations and lead in-person and virtual meetings.
Strong interpersonal skills and demonstrated ability to build and maintain relationships.
Proven ability to coach, mentor, motivate, develop, and inspire teams.
Familiarity with sales technology, CRM software, and digital engagement tools.
Valid driver’s license and acceptable driving history.
Must live close to a major airport; may reside anywhere in the United States.
Overnight travel as required.
Ability to bend, squat, crouch and/or reach, and lift 25 pounds or more, as required by the job.

Nice To Haves

Knowledge of CMMS (Computerized Maintenance Management Systems) and client portal systems.

Responsibilities

Champion the company’s safety culture within sales activities.
Develop and execute strategic sales plans, including assigned accounts, quotas, goals, and market penetration targets; conduct quarterly account reviews.
Create quarterly and annual revenue budgets and goals for strategic sellers, and monitor and report sales, revenue, customer acquisition, and productivity KPIs.
Oversee Facilities Maintenance Strategic Customer Reps and foster a high-performing culture based on accountability, teamwork, disciplined execution, and continuous improvement.
Develop and execute go-to-market strategies for facilities maintenance that address market demands, support company goals, deliver customer value, and build long-term customer partnerships.
Analyze sales performance and market trends, provide monthly performance and customer-trend visibility to leadership, and partner with sales analytics on commission plans.
Collaborate with Marketing to strengthen the brand and communicate the value proposition in facilities maintenance and retail.
Partner with contracts and legal teams to negotiate, manage, and execute master rental agreements and net payment terms; manage facilities maintenance accounts receivable aging.
Manage key customer relationships to support customer satisfaction, retention, and growth.
Hire, train, mentor, and lead sales and customer service employees; support professional growth and high performance.
Promote innovation in sales strategies and collaborate with Sunbelt business leaders to improve business performance.
Identify and prioritize key customers in each market segment and participate as a stakeholder in strategic facilities maintenance initiatives.
Expand the customer base into new market segments and adapt sales strategies to changing market conditions.
Lead, coach, and mentor Customer Service Managers; partner with fulfillment teams including KAST, E-fulfillment, and FM Solutions to address customer needs, facilitate work orders, and improve workflow productivity.