Job Description

About Mobile Air & Power Rentals:

Mobile Air provides temporary cooling, heating, dehumidification, and power solutions. With our rental portable air conditioners, cooling towers, chillers, heaters, dehumidifiers, generators, and power distribution, we can cover all power and HVAC rental needs nationwide. We provide solutions that help people save time and money by renting the equipment that builds our communities, improve businesses, and helps create memories at special events. If you have a passion for helping others, then join a $65 billion industry that reflects today’s sharing world by creating experiences that change communities—and lives.

Discover your purpose – work in rental!

Supervises:

Directly supervises 8-10 branch locations with responsibility for profitable sales growth within their respective branch areas.

Position Overview:

The Regional Sales Director, HVAC Rental Business, works closely with the VP of Sales to formulate, implement, and execute the sales strategy to grow overall sales revenue, market share, and profitability within the region, with an emphasis on coaching his/her sales team to maximize their individual and branch potentials.

Principal Duties:

Generate Revenue Growth of rental HVAC through the JCI branches, contractors, and end users within the region. Lead and enable the sales team to achieve strategic goals with respect to revenue generation, profit attainment, and market share through utilization of an effective sales management process. Drive CRM activities including structured sales forecasting. Work to mitigate any sales channel conflicts and professionally resolve any customer issues.
Maximize contribution margin by driving efforts to optimize pricing, inclusive of all products and related services, based on business objectives and competitive factors. Drive the opportunity management and forecasting processes.
Establish, monitor and enforce selling expense targets.
Collaborate with VP of Sales to manage and structure sales incentive plans.
Establish, develop and expand senior level relationships with Key and Target accounts. Establish an account management focus within the organization and grow top accounts with personal involvement and management.
Conduct monthly one on one sessions with all sales people reviewing established annual sales plans/bridges, pipeline, forecasting, activity plans, account management and personal development goals. Monthly action items to be documented and reviewed in subsequent meetings.
Conduct monthly pre-call plans and observed calls with all sales people. Provide coaching notes around personal development, deal closing and deal innovation.
Review weekly activity plans with each sales person and provide coaching to maximize sales productivity.
Distribute regional sales plans across sales team and maintain 100% of sales team at or above individual sales plans throughout year. Coach to achieve and exceed plan. In rare cases, document performance improvement plans as required.
Participate in local/regional industry trade associations such as BOMA, MCA, AGC, etc. Also, strategically identify and maintain memberships throughout region via individual team member participation.
Closely collaborate with the Branch Operations and sales admin to optimize all direct service and sales support costs in order to maximize the bottom line of the region as a whole and its branch components.
Stay current on market intelligence and develop relationships within the industry to increase external awareness of the competitive landscape. Analyze and respond to emerging trends as the strategy to drive revenue and market share is implemented.
Effectively coach, counsel, train and develop all regional sales employees, with particular emphasis on direct reports. Drive continuous improvement through company performance management and personal development processes, as well as other sales-focused coaching programs.
Recognize where growth opportunities requiring resources are needed and bring forward to the VP of Sales an effective business case to support capitalizing on such opportunities.
Earn Customer Loyalty ensuring proper procedures/actions are in place to drive and continuously improve customer satisfaction. Analyze Target Account requirements and develop penetration plans to increase market share. Establish a strong physical presence in the field to develop the sales team.
Participate with company senior management in formulating both the rental business strategy and the over-all strategy for the business as it is configured today, as well as how it will be configured in the years ahead.

Requirements:

Bachelor’s Degree required; Engineering, Technical, Marketing or Business. A Masters’ Degree in Business is a strong plus.
Personal experience and a detailed understanding of the construction contracting and engineering process desired. Understanding the construction design and bidding process will assist in coaching, deal innovation and value proposition development.
Personal experience and a detailed understanding of the owner direct selling process desired. Understanding the owner direct budgeting process and negotiated contracts will assist in coaching, deal innovation and value proposition development.
Additional vertical market experience desired in Healthcare, Higher-Ed, Industrial / Manufacturing and CRE. Experience in these vertical markets will support strategy and value proposition development.
Individual must have 10+ years of industrial products sales and sales management experience, preferably within the HVAC rental business. A mature understanding of a structured sales process and pipeline management is essential.
Demonstrated leadership capability is required to motivate and mentor sales force. Coaching and training for all salespeople with a range of experience is necessary for growth.
Strong communication and negotiation skills, and the flexibility to adapt those to various levels, will be key. The manager must be able to be viewed as an expert resource and partner by the customer, a leader by their team, and a collaborator by the business operations team.
Influencing skills are needed to gain support from other functional areas within the Rental business and all of Resolute Industrial.
A strategic business mindset is important. Developing plans for the long term is essential for success. Data-driven analysis will be needed to determine which customers and strategies have the greatest return for the business. Requires ability to understand business financials, market segmentation, customer requirements, and ongoing trends affecting the business.
Travel approximately 50-70% of the time but will vary as necessary. Sales growth is the primary focus for this position which requires significant time dedicated in the field with customers and observed sales calls.

Benefits: