Regional Sales Manager - Climate Control

Sunbelt Rentals, Inc.•Remote Georgia USA Base, FL

8d•$98,573 - $135,538•Hybrid

About The Position

Sunbelt Rentals is a leading equipment rental company seeking a Regional Sales Manager for its Climate Control division. This role focuses on coaching and developing branch leadership and sales representatives to drive regional revenue growth. The position involves designing and delivering sales training, managing sales meetings, overseeing specific customers and projects, and improving the overall customer experience. The Regional Sales Manager will communicate strategies to senior leadership, manage implementation in the field, and provide performance updates and analytics.

Requirements

Bachelor’s Degree or equivalent combination of experience and education.
3-5 years of sales and/or sales leadership experience.
Available to travel 50% of the year.
Ability to operate both strategically and tactically.
Excellent communication and people skills to interface with all levels including executive leadership.
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.

Responsibilities

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.
Create, establish, and implement basic sales expectations, and coach branch level leadership to hold all sales representatives to the Climate Control sales standard.
Report to the Regional Manager and execute the vision and strategy of the Regional Manager and Director of Sales within the defined region.
Serve as the direct report for Regional SCRs.
Coach and mentor branch managers and Sales Representatives within the respective region.
Be 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 a uniform customer experience and sales capabilities across all branches within the 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 the Director of Sales within the designated region.
Analyze rates and lead charges to ensure premium rate achievement. Accountable for annual rate reviews for all strategic customers with the 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 the 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 the region to identify customers to promote climate control solutions within Sunbelt’s strategic customers’ 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 the 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.
Implement Sales Training Programs for all Outside Sales Representatives and reinforce the training through branch visits and Branch Manager led Sales Rep ride-a-longs and sales meetings.
Lead internal/external webinar series, highlighting 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.
Develop, maintain, and 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.