Area Sales Manager - Specialty Rental (ASM, Outside Salesperson) - Southwest LA/Southeast TX

Atlas Copco - Beaumont, TX

Full-time - Mid Level

Beaumont, TX

Machinery Manufacturing

About the position

The Area Sales Manager (ASM, Outside Salesperson) position at Atlas Copco Rental LLC is a pivotal role focused on developing business within the Southwest Louisiana and Southeast Texas regions. This role is integral to increasing revenue and market share while enhancing profitability and customer satisfaction. The ASM will engage directly with customers at job sites and business offices, identifying and creating rental service and sales opportunities. A key aspect of this position is to foster long-term partnerships with key accounts, ensuring their needs are met and customer satisfaction is prioritized. The ASM will handle customer service issues in the field and negotiate rental contracts, requiring a thorough understanding of market conditions, including current customers, competitors, and opportunities within the assigned territory. In this role, the ASM will be responsible for the entire customer journey, which includes understanding customer needs and pain points, qualifying opportunities, designing unique solutions, preparing quotations, following up, negotiating, overseeing installation, and ensuring customer experience and satisfaction. The ASM will promote products to achieve assigned rental and sales revenue goals, preparing presentations that focus on customer needs and pain points. Conducting business and territory analysis using tools like ZoomInfo, IIR, and PGA will enable the ASM to allocate time effectively to accounts and customers. The ASM will follow a structured sales process, maintaining control over their SMART agenda and sales KPIs, such as opportunity tracking, forecasting, pipeline management, and win/loss analysis. They will develop and execute a business plan aligned with the company's goals and strategies, preparing SMART objectives and tactics to achieve revenue goals as directed by management. Building rapport with key decision-makers and end users at job sites is essential, as is collaborating with operations and other ASMs to maintain effective communication and customer service. The ASM may also assist in collecting customer accounts and training customers on equipment operation to minimize downtime and service calls. Additionally, the ASM will implement and sustain quality process improvements focusing on safety, financials, operations, and customer service, while sourcing and renting equipment and comprehensive solutions to customers within the assigned territory.

Responsibilities

• Develop business with a focus on increasing revenue and growing market share.
• Increase profitability and customer base by selling value and securing existing customers.
• Regularly visit customers at job sites and business offices to identify and create 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, IIR, and PGA.
• 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 at job sites.
• Collaborate with operations and other ASMs to maintain good communication and customer service activities.
• Assist in collecting customer accounts and training customers on equipment operation.
• Implement and sustain quality process improvements focusing on safety, financials, operations, and customer service.

Requirements

• Minimum of three years of industrial sales experience, with demonstrated successful sales experience in industrial equipment/service.
• Previous or current experience in both chemical and refinery sectors is a must.
• Familiarity with SalesForce/CRM, PDCA, and account management is required.
• Preferred Bachelor of Science Degree in Engineering or Technical field of study, with business, customer service, or sales experience.
• Alternatively, a bachelor's degree in business or similar, with industry-related experience in technical sales or business is acceptable.
• Demonstrated selling and interpersonal communication skills, with excellent oral and written communication.
• Customer service orientation and ability to build trust and keep commitments.
• Ability to work effectively as a team player and independently with little supervision.
• Strong organizational and time management skills.
• Ability to work with sales and budget forecasts and apply effective selling practices.
• Resilient and growth mindset is a must.

Nice-to-haves

• Sales and marketing workshops, seminars, and training experience is a plus.
• Experience in training customers on equipment operation.

Benefits

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