Rental Sales Manager; Rsm East

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RENTAL SALES MANAGER (RSM) EAST – Dynapac North America is looking for a Rental Sales Manager in the Region East (FL, GA, AL, SC, NC, VA, MD, DE, NJ, PA, MD, CT, RI, MA, NH, VT, ME).

Position Summary

Plan, supervise, direct, and coordinate all business-related activity and performance of the Independent Rental Yards (IRY), National Accounts (NA) and Preferred Accounts (PA) within the assigned territory with the goal of maximizing the sales potential of all assigned product lines at a minimum sales cost ratio. Coordinate the implementation of sound business initiatives and supporting action plans for the select Independent Rental Yards (IRY) to maximize the market share of Company product lines.

This includes managing the partnership and performance of various Independent Manufacturer Represent ant (IMR). Perform research to identify market needs and opportunities for both short- and long-term objectives, including but not limited to, the proper execution of channel and Independent Rental Yard (IRY) development.

• Promote Company and the fostering of better National Account (NA) and Independent Rental Yard (IRY) relations by traveling to existing NA and IRY, prospects, and end users. Focus on the promotion of sales and marketing programs, new products, aftersales support initiatives and resolve NA, IRY, and PA issues.
• Channel Development:
  Identification of high potential markets; locate, recruit, establish and develop NA, PA, and IRY in these markets. Facilitate the establishment of full Company product line representation.
• Retail Development:
  Establish retail sales goals and inventory targets for equipment based on industry potential, sales, and market share goals for territory. Continuously monitor these goals and adjust as necessary due to market conditions and growth expectations. Ensure execution of these goals through support, promotion, and sale of Company products to IRY, NA and Company approved PA.
• Recommend and assist with the development of sales policies, programs, methods, advertising and promotional ideas, sales quotas, sales campaigns, etc.
• Validate, create and submittal of sales and market-based information that is necessary to prepare various reports which enable senior management to make educated, informed business decisions.
• In conjunction with Company's national advertising and co-op sponsored programs, direct and coordinate target marketing efforts through the promotion of Company sponsored retail and aftermarket support programs.
• Develop and disseminate market information and suggest solutions to problems regarding product types, trends, competitive market share, specifications, and state and local restrictions. Collect and analyze data on rental requirements, industry trends and competitive activities for product and program recommendations.
• Develop and participate in conducting new product introductions to NA, IRY, PA's, at trade shows and special events.
• Assist any other Road Construction Equipment reps as required, including training or shared work with other customers.
• This position may include a tow and show business model where he/she demonstrates products to specified dealers either directly or indirectly.
• Supervise and manage product demonstrations with key customers to prove product productivity, ease of use and overall performance.

• Communicate market activities with management and members of the sales team. Work together to secure orders.
• Communicate service, administration and product support issues to Product Managers, Service Management, Customer Service, Inventory and appropriate administration.
• Prepare information for sales meetings and conference calls.
• Prepare essential reports to include activity, sales, demo, and marketing reports.
• Collect and submit data to maintain the customer information database.
• Maintain competitor information (specifications, market share etc.)
• Report industry trends relating to equipment, markets & applications.
• Participate in equipment shows and association meetings.
• Assist other Dynapac personnel in achieving their goals in your geographic area with their respective products.
• File serious customer complaints to the Director of Sales, so they can be addressed in a systematic manner.

• Maintain a high level of product and product application knowledge.
• Possess a thorough understanding of machine functions and systems.
• Present effective sales and product training seminars to customer sales team and end customers.
• Must be able to manage multiple customers and their multi-layer personnel organizations (corporate management to field mechanics).
• Encompass a good understanding of computers and associated software, to support performance of daily activities. This includes but is not limited to;
  Microsoft Outlook, Excel, PowerPoint, and Word.
• Utilize corporate tools as available (CRM, quotation tools) for ongoing customer relationship…