Contractors’ Warehouse —
Rental Sales Manager

Position Purpose:

The Rental Sales Manager is responsible for managing and supporting a team of Rental Outside Sales Representatives to drive rental revenue, OEC (original equipment cost) on rent, time utilization, and ensure profitability. The RSM will leverage his/her extensive knowledge and experience to train and educate the sales team on building solid lead pipelines, negotiating expertise, internal and external partnership development, and other key attributes of successful sales representatives. In addition, the RSM will be actively engaged in key customer relationships, leading to increases in revenue, a greater share of wallets, and loyalty to The Home Depot Rental.

Key Responsibilities:

• 5% – Analyze market trends to strategize – Monitor competition, economic indicators and industry trends, and leverage findings to strategically guide the sales efforts to win customer share.
• 30% – Drive cross-functional sales growth – Partner with Pro Outside Sales, core business associates, and corporate colleagues on high-opportunity conversion and market penetration opportunities within targeted trades and key Pro verticals. Ensure sales associates work cross functionally to generate new lead sources, both in-store and out, to expand targeted customer bases.
• 40% – Drive revenue through sales leadership – Drive revenue performance through effective planning, goal setting, pipeline development, measurement and forecasting, while creating and nurturing high-performing sales associates.
• 25% – Monitor KPIs and drive performance – Leverage CRM, Rouse, Dodge, and other internal reporting tools to monitor KPIs and drive expected behaviors. Report out on sales goals, lead pipelines, etc., to illustrate performance to goals and identify areas of opportunity.
   

Direct Manager/Direct Reports:

• This Position typically reports to the Business Development Leader
• This Position has 14 Direct Reports

Travel Requirements:

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

Physical Requirements:

• Most of the time is spent sitting in a comfortable position and there is frequent opportunity to move about. On rare occasions, there may be a need to move or lift light articles.
   

Working Conditions:

• Typically in a comfortable environment but with regular exposure to factors such as temperature extremes, moving machinery, loud noise, and fumes that cause noticeable discomfort or a moderate risk of accident or illness.
   

Minimum Qualifications:

• Must be 18 years of age or older
• Must be legally permitted to work in the United States
• Excellent communication skills with the clear ability to listen, comprehend and respond effectively.
• Ability to build relationships with peers, cross-functional counterparts, senior management and executive leadership.
• Solid understanding of various commission structures/schemes and how to leverage compensation to drive wanted behaviors.
• Empathy for others and the ability to understand counterpoints.
• A history of helping others succeed.
• Strong analytical skills and the ability to leverage data to manage and steer the team, and ultimately the business, in the right direction.
• Skilled time manager with a proven track record of effective prioritization.
• Knowledge of construction equipment commonly used in the rental industry (earthmoving, aerial, compaction, lawn & garden, etc.).
• Proficient computer skills including Microsoft Office Suite, Dynamics CRM, Salesforce, Excel etc.
• High-achieving, ambitious, innovative, and results-oriented.
   

Preferred Qualifications:

• Working knowledge of Microsoft Office Suite
• Working knowledge of Tableau
• Working knowledge of presentation software (e.g., Microsoft PowerPoint)
• Demonstrated ability to collaborate and work effectively with cross-functional teams
• Ability to develop and apply advanced mathematical/statistical techniques
• Ability to draw accurate conclusions from financial documentation
• Demonstrated project management skills
• Ability to convey complex or technical ideas and processes in easy-to-understand terms to diverse audiences
• Excellent written and verbal communication skills
• Knowledge and understanding of construction, industrial, and MRO (Maintenance, Repair and Operations), especially as related to the rental industry.
   

Minimum Education:

• The knowledge, skills and abilities typically acquired through the completion of a high school diploma and/or GED.
   

Preferred 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.
   

Minimum Years of Work Experience:

• 3
   

Preferred Years of Work Experience:

• 5
   

Minimum Leadership Experience:

• 3
   

Preferred Leadership Experience:

• 5
   

Certifications:

• None  
   

Competencies:

• Action Oriented
• Being Resilient
• Business Insights
• Courage
• Decision Quality
• Directs Work
• Drives Vision and Purpose
• Global Perspective
• Manages Ambiguity
• Nimble Learning
• Persuades
• Self-Development
• Attracts Top Talent
• Builds Effective Teams
• Collaborates
• Cultivates Innovation
• Demonstrates Self-Awareness
• Drives Engagement
• Ensures Accountability
• Instills Trust
• Manages Complexity
• Optimizes Work Processes
• Plans and Aligns
• Situational Adaptability
• Values Differences
• Balances Stakeholders
• Builds Networks
• Communicates Effectively
• Customer Focus
• Develops Talent
• Drives Results
• Financial Acumen
• Interpersonal Savvy
• Manages Conflict
• Organizational Savvy
• Resourcefulness
• Strategic Mindset