[Hiring] Director of Sales @Sunbelt Rentals, Inc.

Role Description

The Director of Sales FM provides strategic leadership and oversight of the Climate Control Facilities Maintenance team. This role manages a team of strategic sellers and customer service managers, develops growth strategies, builds and maintains key customer relationships, and partners with sales and operational leadership to drive sales and operational excellence. Success is measured by revenue growth, achievement of division wide goals, and company targets.

Position Responsibilities

• Safety
  • Lead the Safety Culture: Champion our commitment to safety within all sales activities.
• Strategic Sales Planning
  • Develop and execute strategic sales plans, including establishment of assigned accounts, quotas, and goals.
  • Set clear targets for market penetration and growth.
  • Perform quarterly account reviews ensuring customer expectations are exceeded.
• Revenue Management
  • Create quarterly and annual revenue budgets and goals for strategic sellers.
  • Monitor and report on KPIs related to team activity, revenue and customer acquisition, and sales productivity.
• Sales Team Leadership
  • Oversee the Facilities Maintenance Strategic Customer Reps (SCRs), ensuring their activities align with overall business objectives.
  • Foster a high-performing sales culture rooted in accountability, teamwork, disciplined execution, and continuous improvement.
• Go-to-Market Strategy Development
  • Lead the development and execution of go-to-market strategies for facilities maintenance.
  • Ensure strategies meet the market demands, support division and company goals, and deliver customer value through the promotion of 'The Power of Sunbelt.'
• Sales Analysis & Reporting
  • Leverage analytics to track sales performance and market trends, informing strategic direction and operational adjustments.
  • Provide monthly visibility to leadership on team performance and customer trends.
  • Partner with sales analytics team to review, monitor and manage commission plans.
• Marketing
  • Collaborate with the Marketing team to strengthen brand presence and clearly communicate our value proposition.
• Contracts
  • Partner with contracts and legal teams to negotiate, manage and execute master rental agreements, and net payment terms.
  • Actively manage FM accounts receivable aging.
• Customer Relationship Management
  • Proactively manage key customer relationships to drive customer obsession, retention, and growth.
• Team Building
  • Hire, train, mentor, and lead the sales and customer service team.
  • Foster an environment that encourages professional growth and high performance.
• Innovation and Cross Functional Collaboration
  • Promote innovation in sales techniques and strategies.
  • Collaborate with Sunbelt business leaders to enhance overall business performance.
• Target Market Identification
  • Identify and prioritize key customers within each market segment.
• Expand Customer Base
  • Strategically expand the customer base to new market segments.
  • Adapt the sales strategies in response to new or changing market conditions.
• Customer Service Managers
  • Lead, coach, and mentor Customer Service Managers (CSMs).
  • Partner with Sunbelt fulfillment teams (KAST, E-fulfillment, and FM Solutions).
  • Ensure the teams understand our customers' climate control needs and effectively facilitate work order requests.

Qualifications

• Bachelor’s degree in a Business, Sales, or Marketing.
• Experience in equipment rental, construction, or facilities maintenance industry experience.
• 3-5 years of progressive sales leadership experience, including direct management of a remote sales team.
• Proven record of exceeding sales goals.
• Strong business acumen and analytical skills.
• Excellent written and verbal communication skills.
• Strong people skills with demonstrated ability to build and maintain relationships.
• Proven ability to coach, mentor, motivate, develop, and inspire teams.
• Familiarity with sales technology, with CRM software and digital engagement tools.
• Must possess a valid driver’s license and acceptable driving history.
• Can reside anywhere in the US as long as you live close to a major Airport.

Requirements

• Must be able to bend, squat, crouch and/or reach and lift to 25 pounds or more, as required by the job.
• Some Sunbelt jobs may require driving for prolonged periods of time, loading and unloading heavy equipment, performing work in extreme weather conditions including rain, wind or excessive temperatures and/or night and weekend work.
• All duties must be performed according to Sunbelt’s safety policies and guidelines.

Benefits

• 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.
• Flex Time for Leaders