The Role
Lead and develop a remote sales territory team to drive profitability, achieve revenue targets, expand market penetration, maintain key customer relationships, enforce pricing and sales standards, and execute strategic sales initiatives in partnership with Marketing and division leadership.
Summary Generated by Built In
The position is responsible for leading a sales territory team for Holt Industrial Rentals. Primary responsibilities include ensuring maximum profitability, driving market penetration, creating/maintaining long-term customer relationships, and providing leadership and support development of the Holt Industrial Rentals Sales. Additional responsibilities include the articulation and execution of strategy and execution of Sales/Revenue Targets.
The incumbent in this position is expected to model the following practices on a daily basis: 1) Demonstrate alignment with the company's mission and core business values; 2) Collaborate with key internal/external resources;3) Participate in ongoing self-development.
Essential Functions
- Hires, develops, evaluates, and influences effective and consistent productivity and teamwork to ensure the delivery of Legendary Customer Service (LCS)
- Models, promotes, reinforces, and rewards the consistent use of HOLT’s Values Based Leadership (VBL) tools, models and processes to ensure alignment with our Vision, Values, and Mission
- Sets individual revenue targets (quotas) and drives their execution while ensuring profitability
- Works with Marketing and Business Development Managers to target key industries for growth.
- Maintains market awareness; stay in touch with market trends including economic, environmental, and competitive forces influencing the market
- Enforces standards, monitors pricing practices, executes objectives and holds team accountable for performance
- Ensures effective adherence to company policies, procedures and sales process
- Drives functional sales initiatives and campaigns throughout territory in partnership with Marketing and division VP.
- Ensures optimal team performance and capability by ongoing Values Based Leadership, effective coaching and support of ongoing employee development
- Executes strategic plans developed in collaboration with division VP and Marketing to drive market/customer penetration
- Creates and maintains relationships with key customers at various levels with select customers and accounts; ensure timely and thorough follow-up
- Analyzes and periodically reports sales activity in regard to revenue goals and implementation of strategic success
- Monitors and evaluates the activities and products of the competition
- Evaluates and controls the financial and physical equipment needs and resources
- Meets regularly with customers, maintains relationships to support business development and market growth initiatives
- Works safely at all times and adheres to all applicable safety policies; complies with all company policies, procedures, and standards
- Performs other duties as assigned
Knowledge, Skills, and Abilities
- Knowledge of Power Rental business, and management principles involved in strategic planning, resource allocation, human resources, leadership technique, and coordination of people and resources
- Strong technical aptitude and understanding of electrical power generation and compressed air system
- Computer and software experience including Microsoft Word, Excel, PowerPoint, Outlook, and Access
- Knowledge of federal, state, local emissions, and fire protection regulations
- Knowledge of applicable principles, practices, and methods of accounting
- Exceptional business acumen with attention to detail and accuracy
- Demonstrated knowledge of HO Commercial Engine Sales operations and Dealer Business System (DBS)
- Excellent verbal, written, and listening communication skills
- Critical thinking skills to apply logic and reasoning to identify the strengths, and weaknesses of alternative solutions, conclusions or approaches to problems
- Excellent communication and interpersonal skills to establish working relationships with multiple departments and various levels of the organization
- Exceptional customer service skills
- Judgment and decision making skills to consider relative costs and benefits of potential actions, and the ability to determine the appropriate course of action
- Strong analytical skills and highly comfortable with numbers
- Ability to interpret customer technical and performance specifications, and provide consultative influencing on Rental projects
- Ability to remain calm in stressful situations and communicate without ridicule or threats
- Ability to maintain a positive and optimistic attitude towards challenges and change
- Ability to work on multiple projects with stringent delivery requirements while dealing effectively with customers, employees and management
- Organizational ability and confidence to work independently
- Able to be self-aware about own behaviors and receive feedback without reacting defensively
- Ability to resolve problems and conflict before they become larger and more critical
Requirements
Education and Experience:
- Bachelor’s degree in engineering, Business Management, Marketing, or equivalent combination of experience and education strongly preferred
- Minimum eight years of applicable experience required. Ten or more years of experience preferred
- Successful experience in leading/managing a remote sales team including setting, measuring, and tracking sales performance
Supervisory Responsibilities:
- This position directs and manages positions within the Holt Industrial Rental Sales team. Responsibilities include, but are not limited to interviewing, hiring, and training employees; planning, assigning, and directing work; coaching and development; appraising performance; rewarding and disciplining employees; addressing complaints and resolving problems.
Travel:
- Extensive travel within territory, 70% – 85%
- Valid driver’s license required.
Physical Requirements:
- This position involves extended periods in a stationary position; additionally, occasional movement inside the office to access office machinery, file cabinets, etc.
- This role frequently communicates with others, must be able to exchange accurate information in these situations
- This role routinely uses standard office equipment such as computers, phones, photocopiers, filing cabinets and fax machines
- Must be able to move objects, and use abdominal and lower back muscles to provide support over time without fatigue
- Frequently moves materials or equipment weighing up to 30 pounds.
- Constant movement and use of limbs; this position requires good manual dexterity, coordination, and stamina
- Ascend/descend with gradual or continuous progress by oneself, using both hands and feet and climb up and down ladder
- Be able to safely maneuver and work underneath equipment
- Routinely reacts to visual, auditory, and other signals, including alarms and instructions, and is required to visually inspect work
- Safety training required; PPE required outside of office/parking lot area
Work Environment:
- This job is generally performed in a professional office environment
- Occasionally works outdoors and may be exposed to weather extremes conditions that include inclement weather, heat, cold, and humidity
- Noise level may be loud at times
- Exposure to small quantities of chemicals, steam, high-pressure water, and high speed rotating equipment
- On occasion time spent in confined spaces and high places.
- Frequently works at fast pace with unscheduled interruptions
Disclaimer:
Please note that the above statements are intended to describe the general nature and level of work being performed by employees assigned to this classification. They are not to be interpreted as an exhaustive list of all responsibilities, duties, and skills required of the incumbents so classified. All incumbents may be required to perform duties outside of their normal responsibilities, as needed.
Please note that the above statements are intended to describe the general nature and level of work being performed by employees assigned to this classification. They are not to be interpreted as an exhaustive list of all responsibilities, duties, and skills required of the incumbents so classified. All incumbents may be required to perform duties outside of their normal responsibilities, as needed.
About
HOLT Group is a renowned, family-owned company with a legacy spanning nearly a century. As a powerhouse across several industries, including heavy machinery, construction, consulting services, training, and technology, we prioritize people and values. Our commitment to a Values-Based Leadership® approach has led to trusted partnerships and collaborative endeavors. At the heart of our operations is HOLT CAT, the largest Caterpillar dealership in the nation, along with other companies focused on industrial & commercial selling, energy, technology, and training & development. We excel in selling, servicing, leasing, and renting top-of-the-line industrial machinery and are dedicated to powering the construction and industrial spaces with superior equipment. Moreover, we empower construction and development with advanced technology, along with bringing technical skills and Values-Based Leadership® to individuals and companies seeking sustainable growth. If you're seeking a fulfilling career, explore our job opportunities at HOLT Group and join our values-driven team.
Skills Required
- Minimum eight years of applicable experience
- Successful experience leading and managing a remote sales team, including setting, measuring, and tracking sales performance
- Ability to travel extensively within territory (70% - 85%) and valid driver's license
- Knowledge of power rental business and management principles
- Technical aptitude and understanding of electrical power generation and compressed air systems
- Demonstrated knowledge of HO Commercial Engine Sales operations and Dealer Business System (DBS)
- Computer/software proficiency: Microsoft Word, Excel, PowerPoint, Outlook, Access
- Knowledge of federal, state, and local emissions and fire protection regulations
- Knowledge of accounting principles and strong numerical/analytical skills
- Bachelor's degree in Engineering, Business Management, Marketing, or equivalent experience/education
- Ten or more years of experience (preferred)
- Exceptional communication, interpersonal, customer service, judgment, and decision-making skills
- Ability to perform required physical tasks (move materials up to 30 pounds, climb ladders, work in confined spaces, use PPE) and adhere to safety training/policies
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The Company
What We Do
HOLT Group is a family-owned, values-driven enterprise headquartered in San Antonio, Texas, with a legacy spanning nearly a century. It operates as a powerhouse across several sectors, including heavy machinery, construction, energy, technology, and training. As the owner of the nation's largest Caterpillar dealership, HOLT CAT, the company excels in selling, servicing, and renting industrial equipment while prioritizing a people-first, Values-Based Leadership® approach to drive sustainable growth for its partners and customers.
