Regional Sales Manager - North

From Georgia. For Georgia. Since 1914 Yancey Bros. Co. has proudly served as the authorized Caterpillar equipment dealer for Georgia, providing our customers with the highest quality sales, parts and service. From Caterpillar heavy and compact construction equipment to on-highway trucks, we remain committed to learning more about our customers, offering equipment and support to keep up with their changing needs.

This all starts with our greatest asset…our employees.

As the Regional Sales Manager for Rental, you will be accountable for the focused leadership of all outside rental sales representatives assigned to rent and sell new and used Caterpillar and Allied equipment, supplies, etc. to current and prospective customers in defined territory assignments. This position will also have direct responsibility for inside sales call center. RSM is responsible to research, establish, and drive ownership for the execution of sales strategies and plans that achieve overall objectives for territory participation and penetration.

• Recruit, train, and develop the team for sales excellence leading the rental sales team to attain overall goals for market share, profit, and highest level customer experience.
• Through strong and consistent field engagement, lead training and development, sales coverage planning, account development. Prepare CRM reports, and lead periodic sales performance / KPI reviews that address market share and profit margin.
• Communicate job expectations and foster a collaborative climate driving employee engagement
• Ensure employees complete required compliance training including equipment safety, sales, and negotiation training
• Enable the performance of those driving the rental sales to achieve sales growth and profitability goals. Use rental sales activities within CRM (e.g. salesforce) to analyze sales results and marketing data to strategize methods to increase productivity and increase market share.
  
  Oversee and approve rental rate variance, coverage, compensation, customer entertainment, sales materials and promotions, and territory assignments to maximize profitable sales.
• Serve as a liaison between the rental sales team and branch managers to communicate needs and operational issues encountered in daily sales operations and to recommend solutions.
• Manage demand forecasting for rental fleet adds to provide a well-managed inventory.
  
  Coordinate and align joint sales activities with the company’s rental services and heavy rents sales teams.
• Maintain and provide regular updates on market status and key negotiations to management.
• Attend high level sales meetings with potential and existing key customers to solidify working relationships and promote the best customer experience. Work through contract negotiation process for key accounts on pricing and concessions. Collaborate cross-functionally with other departments throughout the company to analyze issues impacting other divisions to ensure collaborations between all divisions for best / effortless customer experience
• Develop and manage the rental department budget and related fiscal forecasting and planning activities.

• Participate in required safety program, and work in a safe manner.
• Additional duties as assigned by manager.

To be successful in this position you should have a proven sales record along with successes leading and developing a team. You should possess a strong sense of urgency and desire to provide superior customer service. The ability to provide direction and instruction and work in a team environment is essential to this position as well.

• High school diploma plus 3-4 years dedicated experience in business-to-business inside sales or equivalent outside field sales required.

• Minimum 6-8 years of combined work experience in sales, sales operations. A minimum of 2-4 years of supervisory experience with dedicated people management responsibility required.
• Solid understanding of construction equipment and / or experience in or around the construction industry with an understanding the…