Regional Sales Director - Premier Truck Rental

RESPONSIBILITIES

• Sales Strategy and Planning:
• Develop and execute a comprehensive sales strategy to achieve revenue and growth targets in the assigned region.
• Analyze market trends, competitor activities, and customer feedback to identify opportunities for business expansion.
• Create sales forecasts, budgets, and performance metrics to track progress and make informed decisions.
• Deliver annual team revenue and margin objectives with the team.
• Analyze customer data in support of long and short-range forecasting, assisting our sites and finance with projections, etc.
• Provide input for product related marketing, trade show activity, and account development as needed.

• Team Leadership:
• Recruit, train, and mentor a high-performing sales team.
• Set clear performance expectations, KPIs, and goals for individual team members.
• Provide coaching and support to enhance the team's skills and sales techniques.
• Foster a collaborative and motivating work environment that encourages teamwork and goal attainment.
• Own account relationships, results and business development opportunities with key customers in region. Coordinate and lead account management via the team, including business/operational reviews, Sales Funnel Reviews with emphasis on Sales Funnel Velocity.
• Manage team and individual expenses within budget.

• Customer Relations:
• Build and maintain strong relationships with key strategic accounts in the region.
• Understand customer needs, address concerns, and tailor solutions to meet their requirements.
• Lead negotiations and handle complex sales agreements, ensuring mutually beneficial outcomes.
• Expand sales with assigned key customers by understanding and applying their needs to our capabilities. Develop detailed business case for sector leadership for large pursuits and improve upon processes to be more efficient and effective.
• Foster and build sustainable relationships with specified customers, MRO partners and OEMs to develop/execute business plans, build revenue/margin and pursue new relationships and products as growth opportunities.
• Negotiate and create winning agreements by working collaboratively with the customers, overall sales team, other business units, PTR sites, Finance, Remarketing, etc.
• Conduct sales and trade show support via visits, correspondence, telephone, and email.
• Emphasize the features and benefits of PTR's product offering, add-ons, and customization options.
• Overnight travel required. We believe there is no other way to be successful in our business. PTR reps are, personally, in front of and engaging with our customers. This includes professional and social settings.
• Perform product demonstrations while on-site at customer locations.

• Sales Operations:
• Monitor and analyze sales performance metrics.
• Develop and implement efficient sales processes to optimize productivity and streamline workflows.
• Collaborate with marketing and procurement to align messaging, promotions, and product needs.
• Be knowledgeable with and comply with compliance and contract agreement processes.
• Assist sales and sector leadership with special analysis and projects as needed.

• Market Insights and Reporting:
• Stay informed about industry trends, market dynamics, and competitive landscape.
• Provide regular reports to senior management on sales performance, market conditions, and potential opportunities or challenges.
• Maintain a deep understanding of the market and competitive forces in assigned regions.

• Cross-functional Collaboration:
• Collaborate with other departments such as marketing, finance, and operations to ensure cohesive business strategies and objectives.
• Participate in strategic planning discussions to contribute to budgeting, sales insights and perspectives.
• Champion customer satisfaction and credit issues internally and lead them to resolution with the internal teams
• Proactively monitor sales/market conditions and adjust strategy as needed with sites/business unit leaders.

• Continuous Improvement:
• Must possess a passion for continual improvement around Customer Satisfaction and ability to assist all parts of the business in delivering a positive customer experience.
• Identify areas for process improvement and operational efficiency within the sales function.
• Implement best practices, sales methodologies, and tools to enhance overall team performance.

REQUIREMENTS

• MUST HAVE
• Must have 10+ years of sales and sales leadership experience in medium-duty truck rental and/or oil, gas, and utility industries.
• Must reside within the assigned geographic territory (TX, NM, OK, MO, AR, LA, MS, MN, WI, IL, ND, SD, NE, IA, CO, KS).
• Must be available to travel 50%
• Must have a bachelor's or master's degree in business or related field.
• Must have strong technical aptitude: Salesforce (CRM), Microsoft Dynamics 365, Word, Excel, PowerPoint and Outlook.
• Demonstrated people development/management experience.
• Skilled in intricate contract negotiations and coordination across multiple functions.
• Effective written and verbal communication as well as proficient presentation abilities are essential.
• NICE TO HAVE
• Proven collaborative skills; must be able to work productively across functions.
• Strong change management, research, problem-solving, and contract negotiation skills.

PI239971846