Regional Account Sales Exec. - San Francisco Rental Sales

PLM Fleet LLC d/b/a PLM Trailer Leasing (“PLM”) is the largest nation-wide, technology-driven company dedicated to the refrigerated trailer leasing and cold supply chain solutions. Its fleet management and cloud-based data solutions support PLM’s focus on creating flexible and customer-specific solutions to reduce costs and drive productivity for businesses nationwide. Located in the state-of-the-art fleet solutions center in Newark, NJ, PLM is recognized as the only nationwide company that is dedicated to exclusively leasing, renting, and maintaining comprehensive management of over 12,000 refrigerated trailers. PLM’s services include new trailer leasing, new trailer design and OEM ordering, short term leasing of existing trailers, flexible rental options, onsite maintenance, emergency breakdown service, GPS, and temperature management, and even lifecycle cost savings for its customers.

Primary Responsibilities

1. Customer Engagement Excellence:
   In this role, you will be at the forefront of customer interaction, conducting outbound calls to both existing customers and prospects. Schedule and lead in-person meetings to gain a deep understanding of customer needs. Your visits to businesses within your assigned territory will not only establish but also strengthen relationships, creating a robust network that fuels our success. In this role, achieving success entails consistently surpassing or meeting monthly KPIs tied to activity levels (phone calls and appointments) as well as business results (activations, quotes, opportunities, branch budgets, and revenue growth).
2. Strategic Relationship Building:
   Your responsibilities extend to cultivating strong, lasting relationships with key stakeholders in your territory. You will engage with decision-makers, influencers, and operational personnel, providing valuable insights and solutions that align with their business objectives.
3. Efficient Pipeline and Territory Management:
   A key aspect of your role involves effective management of the sales pipeline. You'll track leads, opportunities, quotes, and detailed customer interactions using Microsoft Dynamics 365, prioritizing efforts on high-potential prospects while maintaining a consistent engagement with existing customers. Taking ownership of your assigned territory, you'll develop a deep understanding of the regional market, identifying new business opportunities, key growth areas, and potential high-value customers.
4. Market Intelligence and Proactive Sales Strategies:
   Stay informed about industry trends, market changes, and competitor activities. Your role includes proposing sales strategies based on regional needs, ensuring a proactive approach to customer requirements. Monitor competitor activities to identify strengths, weaknesses, opportunities, and threats.
5. Collaboration and Quality Assurance:
   Work closely with the operations team to ensure seamless coordination between accepted quotes and activations. Branch visits within your territory involve inspecting equipment, completing yard checks, and collecting ancillary readings.

Measured KPIs

1. Activity: Meet required prospecting and deal-closing metrics which include number of phone calls, in-person meetings with customers and new prospects for rental opportunities.
2. Business Results: Activations – Required metrics of trailers put on-hire to customers.
3. Opportunities – Potential business deals created in D365 CRM.
4. Quotes – Number of trailers quoted to customers.
5. Branch Budgets – Meet goals of branch revenue targets.
6. Rental Revenue Growth – Meet targets of revenue growth within the assigned territory.

Knowledge and Skills Requirements

1. Sales Territory Management – Account management experience with an emphasis on acquiring new customers.
2. Strategic Selling – Experience selling at multiple levels deep and wide throughout an organization.
3. Fleet Management – Including Rental, Leasing, or Equipment Management Experience preferred (not required).

Education and Experience

1. Bachelor’s degree or a combination of education and comparable experience.
2. Work requires overnight travel to visit sales team and customers in your territory, in addition to business meetings, and may require occasional weekend and/or evening work.

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