Regional Sales Director

2 weeks ago

Troy, Michigan, United States Resolute Industrial, LLC Full time
Job Description

Job Title: Regional Sales Director for HVAC Rental Business

About Resolute Industrial, LLC

Resolute Industrial, LLC is a leading provider of temporary cooling, heating, dehumidification, and power solutions. Our rental equipment includes portable air conditioners, cooling towers, chillers, heaters, dehumidifiers, generators, and power distribution systems. We meet HVAC rental needs nationwide, helping clients save time and money, enhance their businesses, and create memorable experiences at special events.

Position Overview:

The Regional Sales Director for the HVAC Rental Business will partner closely with the VP of Sales to develop, implement, and execute sales strategies aimed at accelerating overall sales revenue, increasing market share, and enhancing profitability within the region. A key focus of this role is to coach and empower the sales team, enabling them to reach their full potential both individually and as branches.

Job Duties/Responsibilities:

  • Drive revenue growth for rental HVAC solutions through Johnson Controls (JCI) branches, contractors, and end-users in the region. Lead the sales team in achieving strategic goals in revenue generation, profit attainment, and market share by employing an effective sales management process and rigorous CRM activities, including structured sales forecasting. Proactively address and resolve any sales channel conflicts and customer issues in a professional manner.
  • Maximize contribution margins by refining pricing strategies for all products and services, considering business objectives and competitive factors. Oversee opportunity management and forecasting processes.
  • Establish, monitor, and enforce selling expense targets to ensure adherence to budgetary guidelines.
  • Collaborate with the VP of Sales to design and manage sales incentive plans that drive performance and motivation.
  • Build and maintain senior-level relationships with Key and Target accounts. Foster an account management culture within the organization, taking a hands-on approach to nurturing top accounts.
  • Conduct monthly one-on-one sessions with all sales staff to review annual sales plans, pipelines, forecasting, activity plans, account management, and personal development goals. Document action items and follow up in subsequent meetings.
  • Facilitate monthly pre-call planning and observe calls to provide coaching notes focused on personal development, deal closure techniques, and innovative deal structuring.
  • Review weekly activity plans with each sales team member and offer coaching to enhance sales productivity. Distribute and ensure adherence to regional sales plans, striving to keep 100% of the sales team at or above their individual sales targets throughout the year. Implement performance improvement plans when necessary.
  • Engage with local and regional industry trade associations such as BOMA, MCA, AGC, etc. Explore strategic membership opportunities through individual team member participation.
  • Work closely with Branch Operations and Sales Administration to optimize service and sales support costs, thereby improving the region's overall financial performance.
  • Stay informed about market trends and competitor actions. Build relationships within the industry to enhance awareness of the competitive landscape, and proactively develop strategies to respond to emerging trends.
  • Effectively coach and train all regional sales personnel, with a focus on direct reports. Promote continuous improvement in performance management and personal development processes.
  • Recognize growth opportunities requiring resources and present compelling business cases to the VP of Sales to capitalize on these opportunities.
  • Foster customer loyalty by ensuring processes are in place to enhance and continually improve customer satisfaction. Analyze target account requirements and devise penetration strategies to boost market share. Maintain a strong field presence to support the development of the sales team.
  • Collaborate with senior management in shaping the strategic direction for the rental business as it evolves, aligning with the broader organizational strategy.

Supervises:

  • Directly oversees 8-10 branch locations, with a strong emphasis on driving profitable sales growth within each branch area.

Requirements:

  • Bachelor's Degree in Engineering, Technical Field, Marketing, Business, or related area. A Master's Degree in Business is a plus.
  • Personal experience and in-depth understanding of the construction contracting and engineering process are essential. Familiarity with the construction design and bidding process will be beneficial for coaching, deal innovation, and value proposition development.
  • A minimum of 10 years of sales and sales management experience in industrial products, particularly within the HVAC rental business, is required. Strong background in structured sales processes and pipeline management is critical.
  • Demonstrated leadership ability to motivate and mentor a sales force. Experience in coaching and training individuals with varying levels of experience is necessary for fostering growth.
  • Excellent communication and negotiation skills, adaptable to various stakeholders. The ideal leader will be seen as an expert resource by customers, a supportive leader by their team, and a collaborative partner by operational teams.
  • A strategic mindset is essential. Must be adept at developing long-term plans, utilizing data-driven analysis to identify high-return customers and strategies. Strong understanding of business financials, market segmentation, customer requirements, and trends impacting the business is vital.
  • Willingness to travel approximately 50-70% of the time, with flexibility as business needs fluctuate.
  • Valid driver's license with a clean driving record.
  • Ability to successfully pass pre-employment background and drug screenings.

Benefits:

  • Competitive salary with an attractive commission structure
  • Company vehicle
  • Technology package (phone, computer, etc.)
  • Expense account for business-related costs
  • Health, Vision, and Dental Insurance
  • Life Insurance
  • 401k with company match
  • Paid time off (vacation, sick days, holidays)
  • Career development opportunities
  • Employee discount programs

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