Vertical Sales – Engineered Systems

University of Richmond•Long Beach, CA

17h•Hybrid

About The Position

As an Engineered Systems Vertical Sales Specialist on our Trench Safety team, you will be assigned to a territory where you take total ownership for driving profitable engineered systems revenue. You will use all your product, market, customer relations, and sales expertise to find, explain, price and close engineered systems opportunities. This includes partnerships with local territory reps, RPDM’s, and cross sell partners. You will coordinate large projects and act as a subject matter expert for Trench Safety Engineered products.

Requirements

Bachelor’s Degree or equivalent combination of experience and education
Minimum 5 years of technical rental sales experience in the trench safety product/services line
Strong working knowledge of existing products and methods used in support of excavation systems and how they are used in the rental market
Project management understanding and skills
Strong Problem-Solving Ability to help overcome objections and obstacles that arise during the entire project, from design stage through removal
Ability to work collaboratively across several business units for the benefit of the Company
Strong influencing, negotiation, presentation and communication skills
Strong sales/sales management and customer focus/service skills
Self-motivated and target-driven with a proven track record of meeting or exceeding sales targets and driving revenue growth.
Engineering/mechanical aptitude: Ability to properly size, quote, install and maintain large projects
Strong interpersonal skills with emphasis on negotiating, collaborating and conflict resolution.
Proficient computer skills (experience using Outlook, Excel, Word, PowerPoint for reporting purposes)
Knowledge of Dodge reports, Salesforce.com, Construct Connect, and other technology performance resources
Up to 50% overnight travel required
This position is deemed Safety Sensitive for purposes of United Rentals’ policies and procedures.

Responsibilities

Work with the field sales team to discover engineered systems projects
Take ownership of engineered systems opportunities
Utilize SalesForce.com to manage your territory. Including but not limited to: identifying projects, identifying target customers, opportunity management, opportunity follow up, planning and logging sales activity.
Target Estimators, Engineers, Contractors, and Owners prior to the project being bid
Educate internal and external customers on the value of different engineered systems to grow revenue in your market
While working with the field sales team, RPDM’s and cross-sell partners, you will help clarify your role to the customer to eliminate confusion
Lead and/or actively participate in pricing discussions and deal negotiations
Be accountable to engineered systems revenue goals
Periodically report out on sales goals, market trends, customer experiences, product trends, intra-company relations, and other important business dynamics
Mentor Outside Sales Reps on Engineered System Solutions and offerings
Technical consultant to ensure shoring systems are implemented per the design, and collaborate with the customer and engineering when changes are necessary.
Project management - act as project lead, coordinating project logistics, communications, and problem-solving during pre-installation, planning and on the job.
Participate in continuous process improvement throughout all aspects of engineered systems
Other duties assigned as needed