Regional Sales Manager - Climate Control

Sunbelt Rentals, Inc.

5d•Hybrid

About The Position

The Regional Sales Manager coaches and develops branch level leadership and sales representatives to drive revenue within the region, including the design and delivery of sales training, sales meeting format and accountability, and management of specific assigned customers, projects, and initiatives. This will include leadership, coaching, mentorship, and to drive profitable revenue growth, by improving the overall customer experience. 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.

Requirements

Bachelor’s Degree of equivalent combination of experience and education plus 3-5 years of sales and/or sales leadership experience
Available to travel 50% of the year
Must have the ability to operate both strategic and tactical
Excellent communication and people skills to interface with all levels including executive leadership along with 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

Ensures 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
Reports to Regional Manager – Directed by Director of Sales – Executing vision and strategy of Regional Manager and Director of Sales with defined region.
Regional SCR direct report
Responsible for coaching and mentoring branch managers and Sales Representatives within respective region
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 uniform customer experience and sales capabilities across all branches within 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 Director of Sales within designated region
Analyze rates, lead charge to ensure premium rate achievement. Accountable for annual rate reviews for all strategic customers with 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 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 region to identify customers to promotes climate control solutions within Sunbelt’s strategic customer’s 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 our 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 trough branch visits and Branch Manager led Sales Rep ride-a-longs and sales meetings
Lead internal/external webinar series, highlighting our 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, 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