Rental Sales Manager
ABOUT THE COMPANY
Thompson Machinery is a Caterpillar equipment dealer serving the middle and west Tennessee and northern Mississippi region. Since 1944, Thompson Machinery has been an industry leader, renowned for superior solutions, lasting relationships, and stronger communities. Serving a broad range of customers in the construction, forestry, mining, industrial, governmental, and agricultural industries, as well as trucking, power generation, and marine businesses, Thompson Machinery is a total equipment solution provider.
JOB PROFILE
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 projects, and initiatives.
BASIC 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
- 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 the region manager 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
- 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
- Sales Leadership
- Create, establish, and implement basic sales expectations, and coach branch level leadership to hold all sales representatives to a high sales standard
- Reports to Region Manager - Working with the Branch Manager - Executing vision and strategy of Regional Manager and VP of Rental
- Regional SAM team directly reports to this position
- Responsible for coaching and mentoring branch managers and Sales Representatives within respective region
- 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
- Create and promote uniform customer experience and sales capabilities across all branches within respective region
- Collaborate with a variety of leaders across the company to promote capabilities with the intent to cross-sell products, solutions, and services
- 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 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
- 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 proper coverage from rep
- Lead Sales CRM Campaign leadership, accountability, and quality across all branches and sellers
- Utilize Daily Scorecard and other reporting available to guide profitable revenue behaviors at the branch level
- Training & Technical Support
- 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
- Schedule quarterly review calls to review fleet performance, revenue growth, rate achievement, ancillary performance, CRM usage and utilization
- Regularly attend branch sales meetings to provide feedback and coaching to branch manager led sales meetings
- Host bi-weekly OSR call with Region Manager to contribute to the broader OSR team, align with divisional goals and objectives, and for general discussion
Safety
- Know and follow all Company and customer safety rules, including maintaining a safe, clean, and orderly work area, fully participating in Company accident prevention and safety improvement activities.
- Must have the physical ability to wear Personal Protective Equipment (PPE), including protective glasses, protective gloves, and protective clothing and footwear as required by the job.
Customer Satisfaction
- Respond to all customer requests in a professional and courteous, timely and responsive manner.
- Maintain a clean, professional personal appearance at all times, meeting all Company standards for professionalism.
- Keep the Manager continually apprised to assist in answering customer questions and problems when necessary.
Business
- Supports the organization's mission, vision, and values by exhibiting the following behaviors: honesty, integrity, and respect while delivering high quality solutions and maintaining a positive attitude and a safe work environment.
- Accepts responsibility for mistakes or problems. Maintains "ownership" of assigned tasks.
- Demonstrate a positive attitude and a high level of personal credibility and integrity with customers, management, and dealership co-workers.
- Must be dependable. Consistently arrives at work on time when scheduled, fully ready to work.
- Maintain company and product confidentiality.
- Attend and participate in all meetings, training, and activities as required.
- Adhere to all Company policies and departmental procedures and rules.
- All other duties as assigned.
Work Conditions
- Maintain a clean, safe working environment.
- Communicate effectively, verbally and in writing.
- Must be honest, reliable, and dependable, and display a positive attitude.
- Must be able to work well under occasional pressure or within work standards and deadlines.
- Must be able to work independently and/or with others in a team environment.
- Able to work standard five-day schedule, including daily overtime and occasional weekend hours as needed.
- Meet all eligibility requirements to drive Company vehicles, including a current, valid driver's license issued by the resident State, and maintain current motor vehicle liability insurance.
Physical Requirements
- Pass pre-employment background check, physical exam including drug screen, and meet all physical requirements for the position.
- Able to lift up to 20-50 pounds occasionally.
Thompson Machinery offers competitive salaries and a complete benefits package.
Compensation for this position will be commensurate with the candidate's experience and background.
Thompson Machinery is an equal opportunity employer: Minorities/Women/Veterans/Disabled.
Apply Now
Listing is current as of May 17, 2025 03:44 PM
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Thompson Machinery
May 15, 2025