Regional Sales Director

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 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 :

Requirements :

Benefits :

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