Area Sales Manager - Specialty Rental (ASM - Outside Salesperson) - Richmond, VA

Atlas Copco - Richmond, VA

Full-time - Mid Level

Richmond, VA

Machinery Manufacturing

About the position

The Area Sales Manager (ASM) for Specialty Rental at Atlas Copco Rental LLC is a pivotal role focused on driving business growth and enhancing market share within the Richmond, VA territory. This position is designed for an individual who is passionate about sales and customer service, with a strong emphasis on developing long-term partnerships with key accounts. The ASM will be responsible for identifying and creating rental service and sales opportunities by regularly visiting customers at job sites and business offices. This hands-on approach allows the ASM to understand customer needs and pain points, ensuring that the solutions provided are tailored to meet those specific requirements. In this role, the ASM will handle customer service issues directly in the field, negotiate rental contracts, and develop a comprehensive understanding of market conditions, including current customers, competitors, and potential opportunities. The ASM will be expected to execute a well-defined strategy to achieve revenue goals, which includes managing the full customer journey from opportunity qualification to payment collection. This involves preparing quotations, following up with customers, and ensuring a high level of customer satisfaction throughout the process. The ASM will also conduct business and territory analysis using tools such as ZoomInfo and IIR, enabling effective time allocation to accounts and customers. By following the sales process and maintaining control over their SMART agenda and sales KPIs, the ASM will be able to track opportunities, forecasts, and pipeline metrics effectively. Collaboration with operations and other ASMs is essential to ensure seamless customer service and to address any challenges that may arise. The ASM will also play a role in training customers on equipment usage to minimize downtime and service calls, thereby enhancing the overall customer experience. This position is not just about sales; it is about building relationships and creating value for customers while contributing to the overall success of Atlas Copco. The ASM will be expected to implement quality process improvements that focus on safety, financial performance, operations, and customer service, ensuring that the company remains a leader in the industry.

Responsibilities

• Develop business with a focus on increasing revenue and growing market share.
• Regularly visit customers at job sites and business offices to identify rental service and sales opportunities.
• Create long-term partnerships with key accounts to ensure customer satisfaction.
• Handle customer service issues in the field and negotiate rental contracts.
• Develop a thorough understanding of market conditions for the assigned territory.
• Execute a strategy to achieve revenue goals based on market analysis.
• Promote products to achieve assigned rental and sales revenue goals.
• Conduct business and territory analysis using tools like ZoomInfo and IIR.
• Follow the sales process and maintain control over SMART agenda and sales KPIs.
• Develop and execute a business plan aligned with company goals and strategies.
• Build rapport with key decision-makers at accounts and end users.
• Collaborate with operations and other ASMs to ensure effective customer service activities.
• Assist in collecting customer accounts and training customers on equipment usage.
• Implement and sustain quality process improvements focusing on safety and customer service.

Requirements

• Minimum of three years of industrial sales experience, preferably in industrial equipment/service.
• Familiarity with SalesForce/CRM, PDCA, and account management.
• Preferred Bachelor of Science Degree in Engineering or Technical field, or a Bachelor's degree in business with industry-related experience.
• Demonstrated selling and interpersonal communication skills.
• Excellent oral and written communication skills.
• Strong customer service orientation and ability to build trust.
• Ability to work effectively as a team player and independently with minimal supervision.
• Strong organizational and time management skills.
• Experience with sales and budget forecasts, effective selling practices, and cold calling.
• Resilient and growth mindset.

Nice-to-haves

• Sales and marketing workshops, seminars, and training experience.

Benefits

• Medical/dental/vision coverage
• Life insurance
• Short/Long-term disability
• Matching 401K
• Generous paid holidays and vacation