West Rental Region Sales Manager

Rental Sales Manager

Looking for more than just a job? At Thompson Machinery, we've been powering progress since 1944. We are the go-to Caterpillar dealer for Middle and West Tennessee and North Mississippi. Come join a team where our mission is simple: deliver smart solutions, build lasting partnerships, strengthen the communities we call home and invest in your growth.

The Rental Sales Manager coaches and develops branch level leadership and sales representatives to drive revenue within the region, including the design and delivery of sales training, sales meeting format and accountability, and management of specific projects, and initiatives.

• Leadership, coaching, mentorship, and drive profitable revenue growth by improving the overall customer experience.
• Communicate and promote strategies to the region manager, manage implementation and adoption at the field level, and provide comprehensive updates and analytics regarding performance to plan.
• Ensure Health and Safety is the number one priority by complying with all safe work practices, policies, and processes and acting in a safe manner.
• Sales Leadership.
• Create, establish, and implement basic sales expectations, and coach branch level leadership to hold all sales representatives to a high sales standard.
• Report to Region Manager; work with the Branch Manager to execute vision and strategy of Regional Manager and VP of Rental.
• Regional SAM team directly reports to this position.
• Responsible for coaching and mentoring branch managers and Sales Representatives within the respective region.
• Manage organizational sales by developing a business plan that covers sales, revenue, and expense controls.
• Meet planned sales goals and increase revenue within the region.
• Set individual sales targets with the sales team and branch managers.
• Create and promote uniform customer experience and sales capabilities across all branches within the region.
• Collaborate with a variety of leaders across the company to promote capabilities with the intent to cross‑sell products, solutions, and services.
• Analyze rates and lead charge to ensure premium rate achievement.
• Accountable for annual rate reviews for all strategic customers with designated region.
• Develop and execute a strategic sales calendar, including sales training, market segment focus, commercial opportunities, construction opportunities, and seasonality specific to region goals.
• Travel to various job sites to conduct site inspections, sales presentations, and meet with customers.
• Actively track top 25 projects within the region and ensure proper coverage from reps.
• Lead Sales CRM Campaign leadership, accountability, and quality across all branches and sellers.
• Utilize Daily Scorecard and other reporting available to guide profitable revenue behaviors at the branch level.
• Training & Technical Support: implement Sales Training Programs for all Outside Sales Representatives and reinforce training through branch visits and Branch Manager led Sales Rep ride‑alongs and sales meetings.
• Schedule quarterly review calls to review fleet performance, revenue growth, rate achievement, ancillary performance, CRM usage and utilization.
• Regularly attend branch sales meetings to provide feedback and coaching to branch manager led sales meetings.
• Host bi‑weekly OSR call with Region Manager to contribute to the broader OSR team, align with divisional goals and objectives, and for general discussion.
• Requires minimal to moderate travel, generally within territory.
• Requires frequent hand use for typing, operating the phone, handling materials, and other job‑related tasks.
• May work in situations where hazards may be present.
• Other duties as assigned.

We all have different backgrounds, yet we all use our unique contributions to provide the highest quality of service.

• Bachelor's Degree or equivalent combination of experience and education plus 3-5 years of sales and/or sales leadership experience.

• Must have the ability to operate both strategic and tactical.
• Excellent communication and people skills to…