Central Region Rental Sales Manager

Central Region Rental Sales Manager

4807 Beryl Rd, Raleigh, NC 27606, USA Req #1627

Tuesday, February 25, 2025

PRIMARY FUNCTION:

Plans and manages activities for the Rental Division sales staff leading to the profitable rental sales and inside sales of Caterpillar Compact Construction Equipment and other allied equipment.

This manager will be responsible for the hands-on selection, training and management of the sales force in order to increase market share while achieving profitability and customer satisfaction goals.

The Rental Sales Manager will interface with factory representatives to ensure good relations between the dealer and factory.

Also, this manager will assist in the development and implementation of the annual business and marketing plans for the department.

team.

ESSENTIAL DUTIES:

Planning


* Oversees the sales planning process, developing sales strategies and tactics that support short and long-range goals.

Assists in the development of marketing plans.


* Works with the immediate manager to establish market share and revenue projections along with pricing structures.


* Focus on and grow rental services volume while helping to maintain Heavy rents volume


* through extended team.


* Develop KPI's for rental reps and establish monthly metrics and reviews on progress towards individual and team goals.


* Collaborates with the Regional Sales Managers and the Rental Operations Manager to


* develop, implement and achieve rental sales growth plans.


* Maintains records of sales activities, forecasts market trends, lost sales, and competitor information.


* Assists in inventory management relative to needs and configurations.

Sales/Marketing


* Provides hands-on, proactive leadership to the sales staff to ensure adequate progress toward the sales goals and objectives.

Ensures professional development of quotations and proposals.


* Develops ongoing sales training process to address sales skills, time management, territory management, financial merchandising, product knowledge, competitive knowledge, etc.


* Weekly and monthly monitors sales activities and approves all sales commission payments and resolves any sales compensation issues.


* Establishes and monitors rental sales pricing structure and manages pricing adjustments with sales staff that ensures competitive pricing flexibility but maintains acceptable gross profit.


* Reviews, monitors and analyzes customer sales accounts and develops and implements sales approaches/plans to maximize rental sales with each account.


* Manages daily all Rental Sales procedures and processes and updates/improves them as needed.


* Work with Key account manager to establish, manages and modify Major Account Customer Rental Pricing program in conjunction with other Caterpillar dealers.


* Maintains a market awareness level to maximize the effectiveness of the sales staff to a level acceptable to GPEC and CATERPILLAR-CCE...