Rental Territory Manager

JOB SUMMARY:

Successfully rent equipment as measured by actual rental volume compared to the rental potential of the assigned territory. Generate rental and sales leads in an assigned geographic territory. Rent equipment on a profitable basis as measured by gross profit on each sale and cumulative gross profit at fiscal year end.

ESSENTIAL FUNCTIONS:

• Canvas assigned geographic territory to obtain rental revenue and sales leads from existing and potential customers.
• Visits job sites to identify new opportunities. Contacts all contractors while on site to obtain necessary customer contact information for follow up.
• Generate call reports for each customer interface and enter information into Upshot.
• Communicates qualified information to the appropriate account manager and Rental Manager.
• Maintains current call list and current rental agreement list for follow-up on the job site.
• Identifies call frequency based on customer needs, volume, and requirements.
• Maintains up-to-date knowledge of features and application of all Empire products and services.
• Maintains competitive knowledge of rental rates, terms, strengths, weaknesses, and performance relative to value.
• Plan customer contacts and activities to optimize efficiency.
• Assists in meeting stated objectives for rental fleet time utilization and financial utilization.
• Rent equipment on a profitable basis as measured by gross profit on rental contract.
• Create an environment of ownership and personal accountability where each person is responsible and accountable for their performance.
• Work safely at all times. Adhere to all applicable safety policies. Comply with all company policies, procedures, and standards.

ADDITIONAL RESPONSIBILITIES:

• Utilizes dodge reports and other tools to penetrate prospects in the bidding phase.
• Collects and enters in Upshot competitive information regarding lost rents, pricing, and customer saturation.
• Maintains current account awareness in all phases.
• Searches and identifies rental opportunities.
• Participates in customer events (demo days, tours etc.)
• Maintains an understanding of merchandising programs.
• Takes initiative in resolving customer disputes in a timely manner.
• Meets established goals for the quantity of customer calls.
• Utilizes Rental coordinator's phone logs to generate follow-up calls.
• Provides Sales support when necessary.
• Works within and promotes corporate values.

KNOWLEDGE SKILLS AND ABILITIES:

• Must maintain current driver license and be available to travel.
• Must have an In-depth knowledge of CAT product line.
• Must be able to comprehend equipment specifications, price lists, and reference material.
• Must perform common sales calculations quickly and accurately.
• Must have ability to develop in-depth experience in capital sales.
• Must have interpersonal skills sufficient to work cooperatively with people and influence sales/rental transactions.
• Ability to maintain consistent attendance.

EDUCATION AND EXPERIENCE:

• Proof of high school diploma or General Education Degree (GED).
• Minimum 2 years experience in Rental Sales.
• Must be able to communicate (speak, read, comprehend, write) in English.

PHYSICAL DEMANDS

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• While performing the duties of this job, the employee is regularly required to sit, use hands and talk or hear.
• The employee frequently is required to stand; walk; reach with hands and arms; climb or balance; and stoop and kneel.
• The employee is occasionally required to lift and/or move up to 10 pounds.
• Specific vision abilities required by this job include close vision.
• This position is designated as a "Safety-Sensitive Position". A Safety-Sensitive Position includes tasks or duties that EMPIRE in good faith believes could affect the safety or health of the employee performing the task or others.

WORK ENVIRONMENT

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• While performing the duties of this job, the employee is occasionally exposed to moving mechanical parts; high, precarious places; and outside weather conditions.
• The employee is occasionally exposed to wet and/or humid conditions, extreme cold, and extreme heat.
• The noise level in the work environment is usually office moderate.