Rental Sales Manager at EmpirecatP in apache junction, Arizona

Job Description:

Requisition #: 14817 

Shift : 1 

Start Time :  8:00am 

End Time :  5:00pm 

Schedule Days : Monday - Friday 

Position Status: Full Time (40 hrs week) 

Job Summary:

Develops and maintains a dynamic sales force.  Provides satisfactory sales volume, gross profit, PINS, profit after direct, and rental volume compared to the potential of designated accounts and territory.  Selects, trains, assigns, and directs rental sales personnel to meet established goals. Manages the rental assets to achieve the budgeted profitability of the Rental Department.  Meets the stated objectives for rental goals and the departmental cost control of inventory, systems, and personnel.  Ensures positive leadership of the Rental Sales Department by providing and creating a cooperative and cohesive teamwork environment across departments.   

Essential Functions:

1. Travels throughout the territory on a consistent basis to train and develop Branch Rental reps and customers.


2. Maintains an adequate and profitable rental sales force.  Supervises, develops, trains, and provides leadership to sales personnel. 


3. Provides satisfactory sales volume, gross, profit, PINS, profit after direct expense and rental volume compared to the potential of designated accounts and territory.  Meets stated objectives for rental market share objectives, rental revenue, and Key Indicators (Time Utilization, Rent to Acquisition & Book, ROI).   Selects, trains, assigns, and directs sales personnel to meet established goals. 


4. Assesses and communicates to sales managers, rental managers, and operations managers on a consistent basis regarding any issues relevant to meeting stated objectives.


5. Creates and performs ride along standards to provide documented and routine assessments.  Provides consistent standards for territory management through the territory.


6. Manages and develops customer satisfaction for rental and sales opportunity.  Develops and maintains systems for capturing and utilizing lost rentals to minimize future lost business.


7. Researches market rental rates and recommends equipment rental rates to the Director or General Manager.  Maintains knowledge of the rental prices and strategy of all Arizona based competitors. Manages and implements common disciplines for rental coverage. 


8. Designs and implements a marketing program for expanding rental sales.  Maintains a working knowledge of all products and their applications, and ensures that department staff have the same knowledge. Motivates Rental sales force to provide leads to Account Managers to create more sales opportunities.


9. Administers Rental Sales Compensation Plan. 


10. Supervises direct report employees.  Job descriptions, appraisals, staffing, and development of personnel are current per policy and within budget resulting in maximum efficiency.  EMPIRE is not at a disadvantage due to the lack of expertise of sales personnel. 


11. Manages customer credit. Machinery bad debt and policy allowance write-offs do not exceed forecast.  All Rental Department credit and sales documentation is accurate and returned in a timely manner.  Ensures that customer invoice disputes are resolved promptly, and that they are not elevated to the manager or director level.


12. Performs other duties as assigned by the manager.  Works safely at all times.  Adheres to all applicable safety policies.  Complies with all company policies, procedures and standards.
    
     

Additional Responsibilities:

1. Creates and maintains a positive, supportive and effective working environment that fosters creativity, productivity, and is consistent with the corporate mission statement and value set.  Subordinates and peers can freely suggest changes and enhancements to improve the department and understand the importance of meeting the customers’ expectations.


2. Future plans, objectives and annual forecasts are submitted to and approved by November 1st each year.


3. Rental sales force obtains established goals of new market share. 


4. Manages and measures key coverage and marketing information to ensure accountability of rental efforts.  Use of Dodge reports, lost rents, discounting practices, new customer tracking, customer retention, top 50 rental customers, and overall customer diversification.


5. Inventory stock configurations and inventory levels, consistent with market requirements, are established for all items within the assigned product families.


6. Manages customer complaints within company guidelines and within the time frame expected by the customer.  Any complaint that cannot be handled by the manager is reported to the Director or General Manager.


7. Conducts timely “customer meetings” to enhance internal communications and customer satisfaction.


8. Reports product and operational problems to the manufacturers and vendors that we represent, and to EMPIRE management.


9. Must accomplish training and serve as a Green Belt in support of EMPIRE's Six Sigma program.


10. Works within and promotes corporate values.

Additional Level Requirements

Knowledge Skills and Abilities:

1. Must have interpersonal skills sufficient to work cooperatively with people, and to effectively motivate and appraise employee performance.


2. Must be able to manage the Rental Sales Division Business and maintain positive, professional customer relationships.


3. Must be familiar with Caterpillar, Allied and competitive products and applications.


4. Must have planning skills sufficient to forecast department requirements and effectively produce department objectives.


5. Must have selling skills sufficient to properly instruct employees in the basics of sales techniques for customer satisfaction.


6. Must have math skills sufficient for calculating costs and percentages.


7. Must have mechanical aptitude and equipment knowledge.


8. Must be knowledgeable about heavy equipment industry, customers, characteristics and the requirements of meeting their needs


9. Must be able to maintain and develop reporting systems to provide management with information.


10. Must have a good working knowledge of EMPIRE’s purchasing process.


11. Must possess advanced computer skills and knowledge.

Education and Experience:

1. Bachelors Degree in Business or related field and/or equivalent experience.


2. Current Drivers License.


3. Minimum of two years related experience in a Sales or Rental environment.

1. Must be able to communicate (speak, read, comprehend, write) in English.

Physical Demands:

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

1. While performing the duties of this job, the employee is regularly required to sit, use hands to finger, handle, or feel and talk or hear.


2. The employee frequently is required to stand; walk; reach with hands and arms; climb or balance; and stoop and kneel.


3. The employee is occasionally required to lift and/or move up to 10 pounds.


4. Specific vision abilities required by this job include close vision.


5. 
   

   This position is designated as a "Safety-Sensitive Position".   A Safety-Sensitive Position includes tasks or duties that the employer in good faith believes could affect the safety or health of the employee performing the task or others, which includes any of the following:  operating a motor vehicle, other vehicle, equipment, machinery or manufacturing process, the malfunction or disruption of which could result in injury or property damage; performing duties in the residential or commercial premises of a customer, supplier or vendor; working in any occupation subject to federal safety regulations.  If on an occasional basis, employees perform tasks or duties as listed above, then their role would be classified as Safety Sensitive.

   
   

Work Environment:

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

1. While performing the duties of this job, the employee is occasionally exposed to moving mechanical parts; high, precarious places; and outside weather conditions.


2. The employee is occasionally exposed to wet and/or humid conditions, extreme cold, and extreme heat.


3. The noise level in the work environment is usually office moderate.

Disclaimer:

Disclaimer: The above statements are intended to describe the general nature and level of work being performed by people assigned to this classification. They are not intended to be construed as an exhaustive list of all responsibilities, duties and skills required of personnel so classified. The roles and objectives of this job do not include setting corporate policy, and does not constitute a managing agent of the company.

Skills & Abilities

Education

Experience

Physical Requirements

Work Environment

Empire is committed to working with and providing reasonable accommodation to individuals with disabilities. If, because of a medical condition or disability, you need a reasonable accommodation for any part of the employment process, please call 480-633-5440 and let us know the nature of your request and your contact information.

Empire Southwest is an EEO/Affirmative Action Employer

Safety - Respect - Integrity - Teamwork - Excellence - Stewardship - Astonishment

 

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