VICE PRESIDENT OF RENTAL SALES

Carter Machinery Company, the authorized Caterpillar dealer serving Virginia, West Virginia, Maryland, Delaware and Washington D.C. is hiring a Vice President of Rental Sales. The preferred geographical location for the role is either Richmond or the Northern Virginia (NOVA) area. The Vice President of Rental Sales will lead and oversee all aspects of the rental sales division, driving the strategic direction, and achieving business growth through a focus on customer growth, retention, and profitability.  This senior leadership role requires an experienced professional with a deep understanding of the rental industry, an ability to develop high-performing teams, and a proven track record of delivering sales results.  The individual in this role will collaborate with cross-functional teams, including operations, marketing, and finance, to align rental sales strategies with overall company goals.  Seeking candidates with a Bachelor’s degree in Business Administration, Sales, Marketing, or related field. Minimum ten years of sales experience in the rental industry, with at least five years in a rental sales senior leadership role. Proven leadership growing coverage, revenue and profitability in various customer segments including local, National Accounts, Strategic Accounts and Governmental. Proven track record of setting up and managing strategic and national accounts on large projects and mega-sites.  Proven track record of driving revenue growth, achieving sales targets, managing large teams and growing a professional sales force. Strong background in strategic sales planning, client relationship management, coverage analysis, change management and P&L responsibility.

Requirements for the Vice President of Rental Sales position include:

• Must be able to set ambitious targets and meet or exceed goals by making decisions quickly and managing through change.
• Must be skilled in long-term planning and big-picture thinking, while being able to execute effectively in the short term.
• Must have proven success in building and maintaining strong relationships with customers, partners, and internal teams.  Must have a strong skillset in engaging with, developing, recruiting and retaining sales talent.
• Must be capable of navigating challenges and setbacks with a positive, solution-oriented approach.
• Must constantly look for ways to improve processes, enhance customer experiences, and drive business growth through digital capabilities, data analytics and electrification.
• Must possess strong communication, problem-solving, and strategic alignment skills to effectively collaborate with operations counterparts, ensuring seamless integration of sales goals and operational capabilities.
• Must have a strong ability to not only focus on developing the strategy, but executing the strategy to deliver results.
• Exceptional leadership and team management capabilities.
• Strong analytical and problem-solving skills with an ability to adapt strategies based on market and customer insights.
• Excellent communication, negotiation, and interpersonal skills.
• In-depth knowledge of the rental industry, including market dynamics, pricing strategies, and customer needs.
• Must possess ability to leverage CRM systems and sales analytics tools effectively.
• Frequent travel is required – overnight or out of town via car or airplane.
• Must be able to handle large volumes of work in a fast-paced environment.
• Promote a positive customer experience.
• Uphold the Core Values of Integrity, Commitment, Excellence and Teamwork by embracing The Carter Way.

Physical requirements must be met for the Vice President of Rental Sales job, including regularly being required to sit and talk or hear.  The employee is frequently required to stand; walk; use hands to finger, handle, or feel and reach with hands and arms.  Employee may occasionally lift and/or move up to 20 pounds.  Specific vision abilities required by this job include close vision, distance vision and ability to adjust focus. This job description is not intended to be all-inclusive.  Additional duties may be assigned. 

Competitive Compensation and Benefits:

• Health, dental and vision insurance.
• Paid time off.
• 401(k), $0.75 to $1.25 match up to 6%.
• Life and disability insurance.
• In-house training instructors/programs.
• Tuition reimbursement.
• Employee referral bonus program.
• Discounts: cellular phone service, computers, tooling, cars and trucks.

Carter Machinery Co. Inc. is an EEO/AA Employer. All qualified individuals – including minorities, females, veterans, and individuals with disabilities – are encouraged to apply.

Carter Machinery is a drug-free workplace.