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

Atlas Copco Rental LLC is seeking an Area Sales Manager (ASM, Outside Salesperson) for the Southwest LA/Southeast TX region. This role is pivotal in developing business strategies aimed at increasing revenue and market share while enhancing profitability and customer satisfaction. The ASM will engage with customers at job sites and business offices to identify rental service and sales opportunities, fostering long-term partnerships with key accounts. The position requires a proactive approach to customer service, addressing issues in the field, and negotiating rental contracts. The ASM will be responsible for understanding market conditions, including current customers, competitors, and opportunities within the assigned territory. This involves developing and executing a strategic plan to meet revenue goals. The role encompasses the entire customer journey, from understanding customer needs and pain points to opportunity qualification, solution design, quotation preparation, follow-up, negotiation, installation, and ensuring customer satisfaction and payment collection. In addition to promoting products to achieve assigned rental and sales revenue goals, the ASM will conduct thorough business and territory analyses using tools like ZoomInfo and IIR. This analysis will inform the allocation of time to accounts and customers. The ASM will follow a structured sales process, maintaining control over their SMART agenda and sales KPIs, including opportunity tracking, forecasting, pipeline management, and win/loss analysis. The position also involves developing rapport with key decision-makers and end users, collaborating with operations and other ASMs to ensure effective customer service, and assisting in training customers on equipment operation to minimize downtime. The ASM will implement quality process improvements focusing on safety, financials, operations, and customer service, while also sourcing and renting equipment and solutions to customers within the assigned territory.

Responsibilities

• Develop business strategies to increase revenue and 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.
• Conduct business and territory analysis using tools like ZoomInfo and IIR.
• Develop a thorough understanding of market conditions and business issues in the assigned territory.
• 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 direct customer service activities.
• Assist in training customers on equipment operation to reduce downtime.
• 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.
• Experience in the chemical and refinery sector is a must.
• 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.
• Ability to conduct productive cold calling, prospecting, and customer sourcing activities.
• 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