Strategic Sales Manager

Location: Remote Massachusetts USA Base

Join Our Team!

Sunbelt Rentals strives to be the customer's first choice in the equipment rental industry. From pumps to scaffolding to general construction tools, we aim to be the only call needed to outfit a job site with the proper equipment. Not only do we offer a vast fleet that ranks among the best in the industry, we pair it all with a friendly and knowledgeable staff. Our employees are our greatest asset, and although we present a comprehensive equipment offering, our expertise and service are what truly distinguish us from the competition.

We pride ourselves on investing in our workforce and offer competitive benefits, as well as extensive on-the-job training for all eligible employees.

As a highly successful national company, we are constantly looking for talented individuals to support our growth. If you are interested in pursuing a rewarding career, we invite you to review our opportunities!

Job Description Summary

Position Objective: The Strategic Sales Manager will work closely with the Vice President of Sales to lead the expansion of the Facility Maintenance & Retail end market’s strategic sales and operational strategies. This will include leadership, coaching, mentorship, and onboarding Strategic Customer Representatives (SCR) to drive profitable revenue growth, by improving the overall customer experience and onboarding new strategic climate control (CC) customers.

This position will need to communicate and promote these strategies to senior leadership 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.

Position Responsibilities

Safety

Ensure 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.

Strategic Sales

• Increase SCR productivity by assisting with training, solution support, implementation, market segment development, revenue driving strategies and reporting and analytics
• Perform quarterly account reviews ensuring customer expectations are met or exceeded.
• Serve as SME for technical support for complex engineered solutions
• Assist with designs, take-offs/proposal calculations and help WIN secure large projects and customers
• Create a uniform customer experience across all geographies
• Collaborate and synergize with a variety of leaders across the company (General Tool & Equipment and all Specialty businesses) to promote CC capabilities with the intent to cross-sell products, solutions, and services
• Serve as link between Sales/Ops/Fleet to maximize fleet ROI with strategic customers
• Analyze rates, lead charge to ensure premium rate achievement. Accountable for annual rate reviews for all strategic customers
• Create and execute short & long-term sales plans and supporting strategies that result in significant revenue growth
• Develop and execute a 12-month strategic sales calendar to include: sales training, webinars, customer events, trade show, industry networking event, conference presentations and lunch-n-learn
• Collaborate with NAMs, SCRs, RSDs, identify existing managed accounts with significant potential. Focus on promoting capabilities with the intent to expand revenue by cross-selling to these customers our products, solutions, and services
• Increase revenue in categories and products across all seasons within Facility Maintenance & Retail landscape
• Manage AR and timely payment for all FM and E-fulfillment customers. Negotiate terms favorable to climate control and overall organization’s AR goals
• Creation of annual budgets with quarterly performance feedback and tracking to ensure annual budgets are achieved. Conduct quarterly account and performance reviews with FM

SCR Team

Work with contracts team and legal with managing and executing master rental agreements timely for new or existing Facility Maintenance & Retail strategic customers

Training & Technical Support

Lead internal/external webinar series, highlighting our capabilities, products, services, and solutions

Provide product specific RFQ support. Prepare detailed technical proposals and product submittals in response to customer requirements along with contingency plan creation and execution

Lead, coach, and mentor e-fulfillment and FM solutions teams to comprehend customer’s climate control needs, effectively and efficiently facilitate work order requests, and analyze workflow processes to maximize productivity

Marketing

• Collaborate with Marketing to enhance our brand, communicate our value proposition and continue to extend our leadership position in facility maintenance & retail
• Support marketing with implementing relevant marketing collateral (point-of-purchase displays, advertising and sales collateral, trade show and industry association participation)
• Create external customer marketing content relevant to growth and penetration within strategic customer’s organizations.

Reporting/Analytics

Develop, maintain, and communicate KPIs and dashboards that effectively measure progress and visibly translate it into increased revenue and sales activity. Schedule quarterly review calls to review fleet performance, revenue growth, rate achievement, cap factor and utilization.

Conduct end-user and competitive market research to determine pricing, margin, and profitability targets

Lead annual rate review process and implement necessary step changes to align with broader company goals

Work with commission team to effectively analyze and adopt changes with the FM SCR comp plan that align with the target compensation for the role and the broader organization

Requirements

Education & Experience

Bachelor’s Degree or equivalent combination of experience and education, plus 3-5 years of sales and/or marketing experience

Available to travel 50% of the year

Must have the ability to operate both strategically and tactically

Excellent communication and interpersonal skills to interface with all levels of an organization 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

Base Pay Range: $98,573.00 - 135,537.60

Starting rate of pay may vary based on factors including, but not limited to, position offered, location, education, training, and/or experience. Please visit https://www.sunbeltrentals.com/careers/ for more information on our benefits and to join our Talent Network.

Sunbelt also provides a comprehensive benefits package to its full-time employees. This package includes:

Health, Dental and Vision plans

401(k) Match

• Volunteer time off
• Short-term and long-term disability
• Accident, Life and Travel insurance, as well as flexible spending

Tuition Reimbursement Options

Employee Assistance Program (EAP)

• Length of Service Awards
• You will become eligible for benefits on the first of the month following 30 days from your start date. Sunbelt offers team members the following paid time off from work, subject to Sunbelt’s policies (unless specified in a collective bargaining agreement):
• 12-25 vacation days depending on years of service
• 5 sick days
• 6 holidays
• 2 half day holidays
• 2 floating holidays
• 1 inclusion day
• 1 volunteer day
• Gear up for an exciting career!
• Sunbelt Rentals supports service members. Veterans encouraged to apply.