National Account Sales Representative

Position Purpose:

The National Account Sales Rep will have responsibility for a portfolio of customers. In addition to management and growth responsibilities of current accounts, the National Account Sales Rep will be responsible for targeting prospective customers and converting those prospects into renting customers with a term rental account. National Account Reps are the owners of the book of business they are managing. This requires solid written and verbal communication skills and the ability to conduct operational meetings at all levels.

Key Responsibilities:

• 70% Execute Sales and Build Portfolio - Execute all steps of the sales process for all accounts, including building and delivering prospects, sales planning, cold calling, development of sales strategy, executing negotiation of contracts/pricing and closing; Use customer input and other relevant data to identify, develop and deploy program solutions
• 5% Leverage Contact Center - Leverage internal resources such as the delivery Contact Center, credit and field leadership to maximize time spent in front of customers
• 10% Maintain Up-to-date Account Data - Conduct administrative activity to ensure up-to-date account data; Report accurate pipeline and sales related activity to management on a frequent basis and follow all CRM requirements; Prepare sales reports, expenses and contact reports
• 15% Partner with Field for Conversion Opportunities - Partner with The Home Depot field and corporate colleagues on high-opportunity conversions and market penetration opportunities within key market segments and across four key Pro verticals (Pro Remodelers, Multifamily, Specialty Trade and Institutional)

Direct Manager/Direct Reports:

• This position typically reports to National Account Manager
• This position has 0 direct reports

Travel Requirements:

• Typically requires overnight travel more than 50% of the time.

Physical Requirements:

• Requires intermittent periods during which continuous physical exertion is required, such as walking, standing, stooping, climbing, lifting material or equipment, some of which may be heavy or awkward.

Working Conditions:

• Located in a comfortable indoor area. Any unpleasant conditions would be infrequent and not objectionable.

Minimum Qualifications:

• Must be eighteen years of age or older.
• Must be legally permitted to work in the United States.

Preferred Qualifications:

• Working knowledge of Microsoft Office Suite
• Working knowledge of presentation software (e.g., Microsoft PowerPoint)
• Working knowledge of analytical/statistics software (e.g., SPSS, SAS, R, Stata)
• Proficient with data mining software (e.g., IBM Cognos Business Intelligence, Hadoop)
• Demonstrated ability to collaborate and work effectively with cross-functional teams
• Ability to draw accurate conclusions from financial documentation
• Ability to negotiate, handle complaints, settle disputes, and resolve grievances with both internal and external customers
• Excellent written and verbal communication skills
• Demonstrated skills and abilities in account selling, cold calling and account management
• Minimum 5 years sales experience, rental experience a plus
• Strong sales acumen and record of achievement
• Must be exceptionally self-disciplined, independent and possesses strong work ethic, teamwork and organizational skills
• Effective in both new account closing and ongoing relationship management
• Strong time management skills and ability to prioritize sales time in relation to account opportunity
• Knowledge of construction equipment commonly used in the rental industry (earthmoving, aerial, compaction, lawn & garden, etc.)
• Proficient computer skills include Microsoft Office Suite, Dynamics CRM, Sales Force, Excel, smartphone and tablets

Minimum Education:

• The knowledge, skills and abilities typically acquired through the completion of a bachelor's degree program or equivalent degree in a field of study related to the job.

Preferred Education:

• No additional education

Minimum Years of Work Experience:

• 5

Preferred Years of Work Experience:

• No additional years of experience

Minimum Leadership Experience:

• None

Preferred Leadership Experience:

• None

Certifications:

• None

Competencies:

• Action Oriented
• Being Resilient
• Business Insights
• Courage
• Decision Quality
• Persuades
• Collaborates
• Demonstrates Self-Awareness
• Instills Trust
• Builds Networks
• Communicates Effectively
• Customer Focus
• Drives Results
• Resourcefulness
• Strategic Mindset