Sales Development Manager, Rental at Western States

SUCCESS AT WESTERN STATES:  Western State’s culture is based on passion for our Vision, Mission, and VALUES. We are fiercely committed to SAFETY and sending every employee, safely home, every day. We strive for EXCELLENCE in all we do and are proud to be a “play to win” organization. We act with INTEGRITY in each and every decision we make. Our People and TEAMWORK drive a fun and engaging culture. We are ACCOUNTABLE as individuals and as an organization.

ESSENTIAL FUNCTIONS: 

Safety

• Actively cares, promotes, manages, and advocates safety at Western States.  As a leader and team member in the organization, it is critical to ensure all employees, vendors, and clients have a safe work environment while adhering to all applicable safety policies, procedures and standards.
• Maintains clean/clutter free personal work areas to ensure safe environments for all WSECO employees.
• Adhering to required personal protective equipment (PPE) as identified in safety policy.

Sales Strategy Development and Training

• Develops and implements both long term and short-term Rental sales strategies to ensure time utilization, profit, growth targets and customer satisfaction goals are met or exceeded.
• Responsible for developing the sales team through positive motivation, advising, skills development, product knowledge, support, and strategic territory management.
• Develops and implements a comprehensive sales strategy for the division, monitor and evaluate the effectiveness of sales strategies and adjust as needed.
• Works closely with the sales operations specialist to leverage data, insights, and upcoming project opportunities prior to visiting branches.
• Collaborates with General Line, Product Support Sales, and Marketing leaders to leverage opportunities, create value proposition, and increase teamwork between divisions.
• Provides a high standard of ongoing training for the Rental sales team to ensure sales skills and product knowledge is relevant, fostering a positive and motivating work environment that encourages teamwork and high performance.
• Plans and leads annual sales training.

CRM Management and Collaboration

• Works closely with Key Account Managers to support and grow Key and National accounts.
• Conducts monthly sales meetings to review goals, market insight, results, etc.
• Creates and facilitates field training curriculum for new sales reps.
• Conducts rep evaluations with Regional Manager and sales rep.
• Serves as main contact for the customer relationship management (CRM) system. Drives consistent behavior for call reporting and customer management in the CRM. Answers questions and assists in the further CRM development.
• Assists with annual performance reviews. Works closely with the Regional Managers, CRS to address any performance issues.
• Promotes and manages all customer care standards.
• May accomplish training and serve as a team member in support of Western States’ strategic programs, projects, and initiatives.
• Works within and promotes corporate vision, mission, and values of the organization.
• Performs other duties as assigned.

KNOWLEDGE SKILLS AND ABILITIES:

• Ability to develop and maintain effective working relationships with others.
• Proven experience in sales management, preferably within the specified region.
• Proficient in the use of Microsoft computer products or other comparable systems required.
• Proven competence in oral and written communication and interpersonal skills.
• Plan, organize, and prioritize daily job tasks to maintain high quality service to internal and external customers with limited supervision.
• Ability to develop and maintain effective working relationships with others.
• Ability to develop and maintain product knowledge on Caterpillar and CRS products.
• Willingness to travel within the region as required, ability to travel 40% of the calendar year is required.
• Ability to work independently and prioritize responsibilities.
• Consistent

EDUCATION AND EXPERIENCE: 

• High school diploma or General Education Degree (GED). required.
• Minimum of three years of sales experience required; rental equipment industry preferred.
• Minimum of one year in leadership or sales development experience required.
• Acceptable driving record and valid driver’s license required.
• Must be able to communicate (speak, read, comprehend, write in English).

PHYSICAL CHARACTERISTICS:

• Must be able to sit for long periods of time along with walking, standing, climbing stairs, reaching pushing, pulling, leaning and twisting.
• Must be able to meet all safety requirements for applicable safety policies.

Disclaimer:  The above statements are intended to describe the general nature and level of work being performed by employees assigned to this classification.  It is not intended be an exhaustive list of all responsibilities, duties, and skills required of employees in this classification.