Regional Sales Manager - Climate Control

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

6d•$98,573 - $135,538

About The Position

The Regional Sales Manager – Climate Control coaches and develops branch-level leadership and sales representatives to drive revenue within an assigned region. The role designs and delivers sales training, establishes sales meeting formats and accountability, and manages assigned customers, projects, and initiatives. It provides leadership, coaching, and mentorship to drive profitable revenue growth and improve the customer experience. The manager communicates strategies to senior leadership, manages their implementation and adoption in the field, and provides updates and analytics on performance against plan. The role is responsible for regional sales and financial performance, sales planning and execution, customer and account development, pricing and rate achievement, and coordination with leaders across the company to promote and cross-sell Climate Control and other solutions. It also provides technical proposal support, product training, onboarding, and sales analytics. The position reports to the Regional Manager and is directed by the Director of Sales. The role requires travel to job sites and customer locations, with availability to travel 50% of the year. The listed base pay range is $98,573.00–$135,537.60. Sunbelt Rentals offers a comprehensive benefits package to full-time employees, with eligibility beginning on the first of the month following 30 days from the start date.

Requirements

Bachelor’s degree or equivalent combination of experience and education, plus 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 work with all levels, including executive leadership; strong follow-up skills and ability to adapt to achieve goals.
Strong training, coaching, and presentation skills.
Technical and mechanical aptitude, with the ability to instruct, train, and demonstrate product features and benefits.
Proficiency in Microsoft applications.

Responsibilities

Comply with safe work practices, policies, and processes, and ensure health and safety is the top priority.
Establish and implement sales expectations and coach branch leadership to hold sales representatives to Climate Control sales standards.
Execute the Regional Manager’s and Director of Sales’ vision and strategy within the assigned region.
Coach and mentor branch managers and sales representatives, and support regional financial performance.
Manage organizational sales through business plans covering sales, revenue, and expense controls; meet planned sales goals and increase regional revenue.
Set individual sales targets with sales representatives and branch managers.
Assist with designs, take-offs, proposal calculations, and securing large projects and customers.
Promote a consistent customer experience and sales capabilities across branches in the region.
Collaborate with leaders across the company, including GT&E and Specialty businesses, to cross-sell products, solutions, and services.
Execute divisional sales strategies with the Director of Sales within the assigned region.
Analyze rates and drive premium rate achievement; oversee annual rate reviews for strategic customers in the region.
Develop and execute a 12-month strategic sales calendar covering training, market segments, commercial and construction opportunities, and regional seasonality.
Monitor competitors and market trends, identify opportunities, and develop action plans in response.
Work with RSDs and SCRs to identify strategic customers for Climate Control solutions.
Lead, coach, and mentor branch leadership and sellers in promoting heating, cooling, drying, and indoor air quality solutions across market segments.
Manage and develop assigned key accounts and customers within the region.
Develop sales presentations and coach OSRs on presentation skills.
Travel to job sites for inspections and sales presentations and to meet customers.
Track the region’s top 25 projects and top 25 Climate Control customers, ensuring representation and relationship development by OSRs, SCRs, and BMs.
Review large proposals with Branch Managers, SCRs, and OSRs to improve close rates.
Lead sales CRM campaign accountability and quality across branches and sellers.
Use KPIs and reporting to guide profitable revenue behaviors at the branch level.
Implement sales training for Outside Sales Representatives and reinforce training through branch visits, ride-alongs, and sales meetings.
Lead internal and external webinars highlighting capabilities, products, services, and solutions.
Provide product-specific RFQ support and help OSRs and SCRs prepare technical proposals, product submittals, and contingency plans.
Provide onboarding support to branch managers, OSRs, SCRs, and ERs to increase proficiency and retention.
Develop, maintain, and communicate KPIs and dashboards; schedule quarterly reviews of fleet performance, revenue growth, rate achievement, ancillary performance, cap factor, and utilization.
Create branch sales meeting calendars and agendas, attend meetings, and provide feedback and coaching.
Attend weekly or bi-weekly RSM calls with the Director of Sales, contribute to the broader RSM team, align with divisional goals, and report progress on financials and priorities.