Strategic Customer Representative - Mission Critical

Sunbelt Rentals, Inc.

9d•Remote

About The Position

Position Objective: The primary function of the Strategic Customer Representative (SCR) is to increase market share with contractors and end-users in the preconstruction Data Center space. This will be accomplished by developing/strengthening customer relationships, increasing product awareness, and presenting our solution-based capabilities. As well as manage relationships from the field level decisions makers to the corporate office. This position will also serve as a mentor to the local Power & HVAC OSR’s and a liaison in the overall go to market sales strategy, coordinating efforts between the Branch Manager, Regional Sales Manager, Regional Manager, and Senior Leadership.

Requirements

College degree or equivalent work experience plus 6-8+ years in Outside Sales or Sales Management role
Documented successful territory management showing consistent revenue growth
Comfortable cold calling on new accounts
Basic Microsoft Office skills
Comfortable calling on jobsites and corporate office
Ability to incorporate the Specialty Businesses into their presentations and product offerings
Product training to be provided by the various Sunbelt experts, by division
Work remotely from home or from the local Sunbelt PC’s so no relocation required
60% + travel
Must reside in territory TX, OK, and AR

Nice To Haves

Salesforce experience preferred but not required

Responsibilities

Coordinate sales calls with local, regional, and/or national sellers on customers that perform data center construction.
Develop, maintain, and strengthen internal relationships with the local Outside Sales Reps and Branch Managers.
Build and maintain strong relationships with key stakeholders in the data center space as well as end-user companies including engineers and decision makers.
Create and deliver compelling presentations to showcase products and services relevant to data center construction such as Power & HVAC required during a chiller flush and/or commissioning on new infrastructure.
Stay informed about industry trends, competitor offerings, and client needs within the data center sector to tailor sales strategies accordingly.
Identify and pursue new sales opportunities by networking, attending industry events, and leveraging existing contacts.
Prepare customized proposals and pricing models based on customer requirements ensuring alignment with company standards.
Negotiate contracts and agreements with customers, aiming for mutually beneficial terms while ensuring profitability for the company.
Provide ongoing support to customers to address any issues, ensuring satisfaction and fostering long-term relationships.
Follow up with clients after the sale to gather feedback, assist with implementation, and identify future sales opportunities.
Work closely with internal engineering, marketing, and support teams to ensure product offerings meet customer needs and expectations.
Meet or exceed sales targets, maintaining accurate records of sales activities and client interactions in the company’s CRM system.
Educate clients about product features, benefits, and best practices, helping them optimize their data center operations.
Travel regionally to meet customers, attend trade shows, and explore potential new markets or partnerships.
Develop relationships with the targeted Strategic Customers within their assigned territory with the goal of becoming the “first call” with these customers.
Attend national and regional trade shows as necessary.
Review, design, and update as necessary customer programs (rebates, rates, quick pays, portals, etc).
Work with sales and leadership teams to present agreements to customers.
Keep appropriate business leaders (RMs, VPs, etc) apprised of activities, progress or issues with strategic customers.
Perform other duties as assigned by the manager.
Support the overall strategy of the company and the Power & HVAC line of business.
Increase revenue and return on investment on specific and assigned product lines and market segments.
Assist team with in-depth product specification training for all team members.
Actively engage and keep the team involved in tradeshows and associations.
Manage specific projects on an as needed basis to drive revenue and maximize return on investment.