Electro Rent Corporation

Territory Account Manager - Southeast (Rush Computer Sales)

ID
2018-1177
Location
Southeast

Overview

Company Overview

RUSH Computer Rentals, an Electro Rent Company, was established in 1981 and provides an extensive variety of sophisticated high technology computers, peripherals and audio-visual equipment. RUSH offers the most up-to-date technology rental tools to a strong and loyal customer base nationwide and abroad. As a leading computer rental company, we have 350 employees that operate out of 12 offices strategically located throughout the United States, as well as in Canada, Europe and China.

 

We are seeking a self-driven team member to focus on increasing the company’s rental, lease and used equipment sales business by working directly with customers in an assigned territory to understand and fulfill their technology equipment needs and requirements.

Responsibilities

Sales Planning/Execution

  • Maximize sales revenue and consistently exceeding order targets.
  • Utilizes, develops and leads cross-functional teams as necessary to execute sales strategy.
  • Responsible for growing Rush’s overall business in assigned territory.
  • Prospect for and develop new customers.
  • Develops annual sales plan focused on maximizing Rush’s revenue in assigned territory
  • Applies creativity, initiative and innovation to the sales process.
  • Develops and leads the negotiation strategy on opportunities
  • Involves management and brings them into the sales situation at the appropriate time.
  • Executes key sales processes (Funnel Management, Account Management, Territory and Route planning, Deal Management, etc).
  • Possesses a strong desire to win ALL of the customer’s business.
  • Executes 10+ Face to Face meetings per week as a goal.

Account and Territory Management

  • Manages the assigned territory
  • Develops knowledge about territory and customer’s business.
  • Knowledgeable of key competitors and plans & executes competitive strategies to win.
  • Identifies and develops customer relationships with key influencers.
  • Identifies customer business issues and works with management to address them.
  • Effectively calls on all levels within the customer’s organization.
  • Manages available resources and tools to maximize sales
  • Knows the customer’s customer, their market and key success factors.
  • Develops and executes an effective time and territory management plan
  • Develops strong working relationships with local OEM sales and support teams
  • Customer visits and overnight travel

Business Development

  • Develops business in assigned territory by proactively driving and leveraging all programs, resources and tools
  • Creates new ideas in addition to new business opportunities.
  • Holds a franchise-wide view of the business climate, competitive situation, and sales situation.
  • Targets and promotes new products and new solutions to customers to maximize new business opportunities.
  • Matches customer business opportunities with solutions. (Invest where customer is investing)

Customer Care

  • Follows through on customer commitments.
  • Owns the customer problem to resolution
  • Solves systemic problems through root-cause analysis.
  • Functions as an internal customer advocate to Rush.
  • Provides input to management on customer requests and feedback.
  • Utilizes organization’s feedback process.

Communication

  • Communicates well both verbally and in writing.
  • Makes effective and professional presentations
  • Coordinates internal and external communication with remote sites.
  • Communicates proficiently both internally and externally.

Qualifications

Qualifications

  • Minimum 3-5+ years related work experience in technical sales, marketing or engineering
  • Strong familiarity with Technology equipment & solutions industry and equipment
  • Well organized with the ability to successfully manage concurrent selling situations
  • Excellent organizational and communications skills
  • High level of energy, motivation, and initiative
  • BA/BS degree or equivalent, technical degree preferred
  • Computer literate (Microsoft Office Suite, Salesforce.com applications)

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