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About the Role

The Director of Sales FM provides strategic leadership and oversight of the Climate Control Facilities Maintenance team. This role manages a team of strategic sellers and customer service managers, develops growth strategies, builds and maintains key customer relationships, and partners with sales and operational leadership to drive sales and operational excellence. Success is measured by revenue growth, achievement of division wide goals, and company targets.

Responsibilities

Lead the Safety Culture: Champion our commitment to safety within all sales activities.
Develop and execute strategic sales plans, including establishment of assigned accounts, quotas, and goals.
Set clear targets for market penetration and growth.
Perform quarterly account reviews ensuring customer expectations are exceeded.
Create quarterly and annual revenue budgets and goals for strategic sellers.
Monitor and report on KPIs related to team activity, revenue and customer acquisition, and sales productivity.
Oversee the Facilities Maintenance Strategic Customer Reps (SCRs), ensuring their activities align with overall business objectives.
Foster a high-performing sales culture rooted in accountability, teamwork, disciplined execution, and continuous improvement.
Lead the development and execution of go-to-market strategies for facilities maintenance.
Ensure strategies meet the market demands, support division and company goals, and deliver customer value through the promotion of 'The Power of Sunbelt,' with the goal of building long-terms customer partnerships.
Leverage analytics to track sales performance and market trends, informing strategic direction and operational adjustments.
Provide monthly visibility to leadership on team performance and customer trends.
Partner with sales analytics team to review, monitor and manage commission plans.
Collaborate with the Marketing team to strengthen brand presence, clearly communicate our value proposition, and extend Sunbelt's leadership position in facility maintenance and retail.
Partner with contracts and legal teams to negotiate, manage and execute master rental agreements, and net payment terms.
Actively manage FM accounts receivable aging.
Proactively manage key customer relationships to drive customer obsession, retention, and growth.
Hire, train, mentor, and lead the sales and customer service team.
Foster an environment that encourages professional growth and high performance.
Promote innovation in sales techniques and strategies.
Collaborate with Sunbelt business leaders to enhance overall business performance.
Identify and prioritize key customers within each market segment, becoming a stakeholder in strategic facilities maintenance initiatives.
Strategically expand the customer base to new market segments and adapt the sales strategies in response to new or changing market conditions.
Lead, coach, and mentor Customer Service Managers (CSMs).
Partner with Sunbelt fulfillment teams (KAST, E-fulfillment, and FM Solutions).
Ensure the teams understand our customers' climate control needs, effectively and efficiently facilitate work order requests, and analyze workflow processes to maximize productivity.

Requirements

Bachelor’s degree in a Business, Sales, or Marketing.
Experience in equipment rental, construction, or facilities maintenance industry experience.
Knowledge of CMMS (Computerized Maintenance Management Systems) and client portal systems is preferred.
3-5 years of progressive sales leadership experience, including direct management of a remote sales team.
Proven record of exceeding sales goals.
Strong business acumen and analytical skills.
Excellent written and verbal communication skills, with the ability to deliver impactful presentations and lead effective meetings (in person and virtual).
Strong people skills with demonstrated ability to build and maintain relationships.
Proven ability to coach, mentor, motivate, develop, and inspire teams.
Familiarity with sales technology, with CRM software and digital engagement tools.
Overnight travel as required.
Must possess a valid driver’s license and acceptable driving history.
Can reside anywhere in the US as long as you live close to a major Airport.
Must be able to bend, squat, crouch and/or reach and lift to 25 pounds or more, as required by the job.
Some Sunbelt jobs may require driving for prolonged periods of time, loading and unloading heavy equipment, performing work in extreme weather conditions including rain, wind or excessive temperatures and/or night and weekend work.
All duties must be performed according to Sunbelt’s safety policies and guidelines.
Reasonable accommodations may be made to comply with ADA/ADAAA.

Skills

Sales leadership
Strategic planning
Revenue management
Team leadership
Go-to-market strategy
Sales analysis
Marketing collaboration
Contract negotiation
Customer relationship management
Team building
Coaching
Mentoring
Sales techniques
Cross-functional collaboration
Market identification
Customer service management
CRM software
Digital engagement tools

Location

Work Type

Remote
Full-time

Experience Level

3-5 years of progressive sales leadership experience
Direct management of a remote sales team

Education Level

Bachelor’s degree in a Business, Sales, or Marketing

Salary/Compensations

$132,236.00 - $181,824.50

Benefits

Competitive benefits
Extensive on-the-job training
Health, Dental and Vision plans
401(k) Match
Volunteer time off
Short-term and long-term disability
Accident, Life and Travel insurance
Flexible spending
Tuition Reimbursement Options
Employee Assistance Program (EAP)
Length of Service Awards
Flex Time for Leaders

About the Company

Sunbelt Rentals strives to be the customer's first choice in the equipment rental industry.
We aim to be the only call needed to outfit a job site with the proper equipment.
We pride ourselves on investing in our workforce and offer competitive benefits, as well as extensive on-the-job training for all eligible employees.
As a highly successful national company, we are constantly looking for talented individuals to support our growth.
Sunbelt Rentals supports service members.
Veterans encouraged to apply.

Equal Opportunity

Sunbelt Rentals is an Equal Opportunity Employer — Minority/Female/Disabled/Veteran and any other protected ground.