United Rentals Market Sales Manager in Etobicoke, Ontario
United Rentals, the largest equipment rental company in the world, is offering an exciting opportunity for a Market Sales Manager (MSM) ready to grow their career with the leader in the industry. The Market Sales Manager is responsible for the oversight of Strategic Account Managers within a designated market or metropolitan area, to drive incremental profitable rental revenue for all business units. The MSM will lead the team of SAMs and focus on customer advocacy, SPOC customer service, and large project and vertical sales opportunities requiring the collaboration of all business units to provide the Company's full breadth of products and services. Reporting to the Regional Sales and Marketing Director, the MSM will work collaboratively with National Accounts, RPDMs, DMs, BMs and OSRs from all business units in the assigned market to sell the Company's total value proposition and increase share of wallet with our strategic and national account level customers.
The Market Sales Manager will lead Strategic Account Managers in assigned market(s), working closely with DSMs, DMs, BMs, RPDMs, NAMs/DNA, RSMD of all business units, to ensure strategic accounts have a single point of contact, receive superior customer service and needs are met using the Company's full product and service offerings.
Interview and select SAMs, set SAM quarterly quotas, measure and evaluate their performance, coach and guide, set portfolios as appropriate, and drive existing strategic account revenue growth and new strategic accounts.
Lead the training and development of SAMs, ensuring they possess fundamental product and application expertise in all UR solutions, and are skilled in all aspects of customer advocacy and the role of single point of contact.
Maximizing SAM use/proficiency UR systems (SFDC) to drive leads to all business units for their assigned portfolios.
Evaluates potential accounts to be added or dropped from a SAMs assigned account portfolio, and ensure SAMs are prospecting new accounts.
Evaluates revenue expectations, history and opportunity for assigned accounts
Develops growth and revenue targets for assigned accounts across all business segments, ensuring cross-sell, diversification of customers, products, verticals and revenue opportunities.
Evaluates vertical customer opportunities when designing account portfolios.
Management and oversight of the development and execution of UR enterprise-wide account plans in an assigned market.
Enables the integration of operations, specialty products, and national accounts through effective single point of contact strategies. Leads the execution of team selling strategies
Set pricing/contribution margin targets for SAM assigned accounts and track performance vs. targets.
Ensure SAMs forge strong internal relationships with all business units to maximize collaboration, teamwork and collective performance.
Ensure SAMs meet and exceed all Company and customer safety excellence standards.
Bachelor's Degree in related field or equivalent combination of education and experience.
7 + years of successful sales experience, with at minimum one year in a sales leadership capacity; assigned account portfolio experience required. Knowledge of and prior experience with a broad spectrum of rental equipment products and applications preferred.
Business acumen; P&L proficiency
High level of SFDC expertise, basic Computer skills (Outlook, MS Excel, Word, PowerPoint)
Expertise in creating sales account plans and portfolios; Ability to set goals and establish performance standards
Basic working knowledge of all UR business unit products and applications
Excellent communication skills -- written, verbal, presentations, relaying information
Must have proven ability to present to high level customers and successfully close new business opportunities. Ability to present to all levels in the company
Strong interpersonal skills to collaborate across all business units, with emphasis on negotiating, team-building, and conflict resolution
Strong analytical skills; metrics oriented
Effective leadership/motivation, organization skills
Ability to multi-task, plan and organize time
Driver's License required; proven safety record.
United Rentals, Inc. is an Equal Opportunity Employer of women, minorities, protected veterans and individuals with disabilities.