Central Region Rental Sales Manager

PRIMARY FUNCTION:

Plans and manages activities for the Rental Division sales staff leading to the profitable rental sales and inside sales of Caterpillar Compact Construction Equipment and other allied equipment. This manager will be responsible for the hands-on selection, training and management of the sales force in order to increase market share while achieving profitability and customer satisfaction goals. The Rental Sales Manager will interface with factory representatives to ensure good relations between the dealer and factory. Also, this manager will assist in the development and implementation of the annual business and marketing plans for the department. team.

ESSENTIAL DUTIES:

Planning

• Oversees the sales planning process, developing sales strategies and tactics that support short and long-range goals. Assists in the development of marketing plans.
• Works with the immediate manager to establish market share and revenue projections along with pricing structures.
• Focus on and grow rental services volume while helping to maintain Heavy rents volume
• through extended team.
• Develop KPI’s for rental reps and establish monthly metrics and reviews on progress towards individual and team goals.
• Collaborates with the Regional Sales Managers and the Rental Operations Manager to
• develop, implement and achieve rental sales growth plans.
• Maintains records of sales activities, forecasts market trends, lost sales, and competitor information.
• Assists in inventory management relative to needs and configurations.

Sales/Marketing

• Provides hands-on, proactive leadership to the sales staff to ensure adequate progress toward the sales goals and objectives. Ensures professional development of quotations and proposals.
• Develops ongoing sales training process to address sales skills, time management, territory management, financial merchandising, product knowledge, competitive knowledge, etc.
• Weekly and monthly monitors sales activities and approves all sales commission payments and resolves any sales compensation issues.
• Establishes and monitors rental sales pricing structure and manages pricing adjustments with sales staff that ensures competitive pricing flexibility but maintains acceptable gross profit.
• Reviews, monitors and analyzes customer sales accounts and develops and implements sales approaches/plans to maximize rental sales with each account.
• Manages daily all Rental Sales procedures and processes and updates/improves them as needed.
• Work with Key account manager to establish, manages and modify Major Account Customer Rental Pricing program in conjunction with other Caterpillar dealers.
• Maintains a market awareness level to maximize the effectiveness of the sales staff to a level acceptable to GPEC and CATERPILLAR-CCE.
• Assists in packaging of products and maximizing effectiveness of marketing plans.
• Provides internal GPEC leadership with other divisions/departments (CCE Industrial, Power Systems and Construction Rentals) for coordinating and maximizing CCE Rentals and CCE equipment.
• Oversee the inside sales team in handling quotes and walk-in retail business.

Factory\Company Relations

• Closely works with the Regional Sales Managers to help maintain overall equipment marketing coverage efficiency and effectiveness and promotes cooperative and collaborative working Team relationships.
• Interfaces with factory representatives to ensure competitive pricing, delivery, specifications and application requirements. Coordinates factory representative’s visits to GPEC or customers.
• Monitors new products or services in our industry and customer industries to ensure that we maintain a competitive position in product offerings as well as customer needs and requirements.

MINIMUM REQUIREMENTS:

Education:

A four-year degree, preferably in business, marketing, management or another related degree, or as two-year degree with 2 additional years of direct rental sales management.

Work Experience:

At least 5 years experience in construction or industrial equipment sales or rentals and with at least 3 years providing group leadership experience preferred.

Physical:

The ability to weekly travel with overnight stay, via car and/or airplane. Ability to effectively communicate in person and over the phone to an individual or a group.

Other:

Must have an intermediate/proficient skill level in using PC software, primarily MS Office (Word, Excel and PowerPoint).

This job description is not intended to be all-inclusive. Your supervisor may request and assign you similar duties. Any major modification of this job role requires Human Resources approval.