Area Sales Manager

Job Description

Job Description

About Mobile Air & Power Rentals

Mobile Air provides temporary cooling, heating, dehumidification, and power solutions. Offering rental equipment such as portable air conditioners, cooling towers, chillers, heaters, dehumidifiers, generators, and power distribution systems, we meet HVAC rental needs nationwide. Our solutions help clients save time and money, enhance their businesses, and create memorable experiences at special events. If you have a passion for helping others, join us in a $65 billion industry dedicated to creating impactful community experiences.

Discover your purpose – work in rental!

Position Overview:

The Area Sales Manager for the HVAC Rental Business will work closely with the Regional Leadership Team (RGM/Controller) and 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:

• Develop and maintain senior-level relationships and revenue with Key and Target accounts/sectors within assigned area. Foster an account management culture within the organization, taking a hands-on approach to nurturing top accounts.
• Lead the assigned area 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. Proactively address and resolve any sales channel conflicts and customer issues in a professional manner. Maintain a strong field presence to support the development of the sales team.
• Maximize contribution margins by refining pricing strategies for all products and services, considering business objectives and competitive factors. Assist Regional Leadership Team with opportunity management and forecasting processes.
• Monitor and enforce selling expense targets to ensure adherence to budgetary guidelines.
• Conduct monthly one-on-one sessions with all assigned 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.
• 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.
• Recommend performance improvement plans to the Regional Leadership Team when necessary, including enforcement and documentation of progress.
• Facilitate monthly pre-call planning and observe calls to provide coaching notes focused on personal development, deal closure techniques, and innovative deal structuring.
• Engage with local and area 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 area sales personnel, with a focus on direct reports. Promote continuous improvement in performance management and personal development processes.
• 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.

Requirements:

• 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. A Bachelor’s Degree in Engineering, Marketing, Business, and/or related vocational field is a plus.
• 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. Personal experience and in-depth understanding of CRM usage, pipeline development, and business forecasting.
• 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 pay
• Quarterly bonus opportunities
• Health, Vision, and Dental Insurance
• Life Insurance
• 401k with company match
• Paid time off (vacation, sick days, holidays)
• Career development
• Employee discount programs

#LI-Hybrid

#LI-RM1