Strategic Account Manager - Rentals

Description

Major Job Functions :

Strategic & National Account Development : Develop and grow key accounts which includes customer relationship management, Master Service Agreement management, and contract management. Includes senior and mid-level relationship development, needs analysis, and implementation plans (50%)

Sales and Performance Management : Sales management, in conjunction with District Managers, in relation to Strategic Account Manager portfolio. Roll-out of Master Service Agreement and contractual details to the sales team. Attend meetings with subsidiary offices with sales reps in relation to portfolio. Work with reps on the “how to” tackle the potential within aligned strategic accounts for their respective markets. (30%)

Market and Opportunity Detail : Research and detail market fundamentals and economic drivers that could affect Strategic customers. Monthly reporting. New fleet and business opportunities with customers. Collaborate with internal Finning sales / rental leads to align and sell the enterprise. (20%)

Accountability :

In conjunction with the sales and operations teams, develops and maintains key major accounts

Grows rental revenues through these existing major accounts

Increases market share by developing new major accounts

Assists District Managers in identifying new potential major accounts

Develops and maintains effective client relationships to support the marketing and sales of equipment, product and services

Sees that authorized agreements and programs are carried out by outside sales personnel

Timely communication of marketing intelligence, customer information and appropriate competitive information

Develops, maintains and implements strategy for overall territory coverage using information databases on customers (new and existing jobsites and upcoming projects)

Collaborates with marketing manager to develop and implement marketing plans that exploit our strengths and value-added differentiation

Timely communication of market intelligence, customer information and appropriate competitive information

Provides updates on monthly and annual revenue goals and profitability

Education & Experience :

Minimum 5–10 years in progressive sales and leadership roles

Post-secondary degree in a related field would be considered an asset

Rental and heavy equipment experience required

Strong understanding of customer economics and financials; develops strategic deals proactively

Proven ability to coach and develop outside sales teams

Skilled in managing high-profile clients and complex contract negotiations

Demonstrated sales leadership with strong coaching and mentoring skills

Excellent time management and interpersonal abilities

Exceptional communication and presentation skills

Knowledge of rental and sales operations, including fleet management

Ability to analyze and work with financial statements

Consistently meets profitability, cost, and asset management targets

Builds and maintains long-term relationships with customers, suppliers, and Caterpillar

At Finning, we prioritize creating a diverse and inclusive environment. We are proud to be an equal opportunity employer, and we actively encourage all individuals to express themselves and achieve their full potential. As a company, we continuously strive to enhance our outreach to individuals of all backgrounds and identities. We do not discriminate against applicants based on gender identity, race, national and ethnic origin, religion, age, sexual orientation, marital and family status, and / or mental or physical disabilities. Furthermore, Finning is committed to collaborating with and providing reasonable accommodations / adjustments to individuals with disabilities. If you require an adjustment / accommodation at any point during the recruitment process, please inform your recruiter.