Contractors’ Warehouse —
Rental Outside Sales Representative

Position Purpose:  

The Rental Outside Sales Representative (ROSR) is responsible for driving business growth by identifying and acquiring new customers to enter into large equipment rental agreements while also managing a book of current rental customers. This is accomplished by spending the majority of time (more than 50%) on the road, within assigned territory, visiting jobsites and offices of prospective and current customers and working outside of a traditional office setting. The ROSR associate is responsible for developing sales plans that maintain and build customer relationships by promoting Home Depot’s large equipment program and establishing The Home Depot Rental as the preferred rental equipment provider. The ROSR works within a designated sales channel that aligns closely with the Pro outside sales channels, requiring the ROSR to build partnerships with the Pro Product Specialist and Pro Outside Sales Representatives to support Pro customers with expanded capabilities. 

Key Responsibilities:

• 60%  Build and Maintain Accounts – Identify and partner with Pro retail outside sales reps to cross sell existing accounts, rental and Pro. Execute all steps of the sales process, including building and delivering prospects, sales  and product promotion planning, cold calling, negotiation of contracts/pricing and closing sales agreements. Leverage identified Pro partnerships and corporate colleagues to capitalize on high-opportunity projects/customers, mainly within multi-family construction and maintenance, non-residential construction, specialty trades, and MRO (maintenance repair and operations) segments. Leverage internal resources such as the delivery Contact Center, Inside Sales, credit and field leadership to maximize time spent in front of customers.

• 40% Sales Administrative Duties – Conduct administrative activity to ensure up-to-date account data. Report accurate pipeline and sales related activity to sales management on a frequent basis and follow all CRM requirements. Prepare sales reports, expenses and contact reports.

Direct Manager/Direct Reports:  

• This Position typically reports to Rental Sales Manager

• This Position has 0 direct reports.

Travel Requirements: 

• Typically requires overnight travel 5% to 20% 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 eighteen years of age or older.

• Must be legally permitted to work in the United States.

• Demonstrated skills and abilities in account selling, cold calling and territory account management.

• Minimum 3 years sales experience.

• 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.

• Experience teaming with other functional resources to address new opportunities.

• 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.

• Must possess excellent verbal and written communications.

Preferred Qualifications:

• Working knowledge of Microsoft Office Suite

• Working knowledge of presentation software (e.g., Microsoft PowerPoint)

• Demonstrated ability to collaborate and work effectively with cross-functional teams

• Ability to convey complex or technical ideas and processes in easy-to-understand terms to diverse audiences

• Ability to negotiate, handle complaints, settle disputes, and resolve grievances with both internal and external customers

• Excellent written and verbal communication skills

• 5 years of professional work experience

• 2 years account management/sales management experience

• Successful professional growth in a high paced retail environment

• Demonstrates a strong ability to create and cultivate an active network of relationships both inside and outside the organization

• Ability to leverage relationships to accomplish sales and profitability goals

• Deep understanding of Rental customer needs with a focus on fulfilling 100% of their product, credit, and performance requirements

• Strong leadership and negotiation skills; ability to persuade or influence others

Minimum Education:

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

Preferred Education:

• No additional education

Minimum Years of Work Experience:

• 3

Preferred Years of Work Experience:

• No additional years of experience

Minimum Leadership Experience:

• No previous leadership experience

Preferred Leadership Experience:

• No previous leadership experience

Certifications:  

• None

Competencies: 

• Action Oriented

• Being Resilient

• Business Insights

• Courage

• Decision Quality

• Global Perspective

• Manages Ambiguity

• Nimble Learning

• Persuades

• Self-Development

• Collaborates

• Cultivates Innovation

• Demonstrates Self-Awareness

• Instills Trust

• Manages Complexity

• Communicates Effectively

• Customer Focus

• Drives Results