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Rental Manager

Qatar

 

 

Purpose/Overview

Responsible to develop profitable and sustainable Rental (Commercial) activities in line with the Rental (Commercial) strategy and budget in close cooperation with Country Manager.

Organisational Structure

  • Line report to the Deputy Country Manager (QTR)

 

Tasks and Responsibilities

  • Define the plans and activities in each quarter to achieve the annual targets (Both Rental Revenue and Collections) in close cooperation with the Country Manager.
  • Gather, analyze and anticipate customer needs and market developments and opportunities. Based on the market conditions, structure/amend the pricing and fleet planning.
  • Monitor the Rental team’s performance based on the Important KPI’s and targets.
  • Responsible for team development and Rental process development (Coaching the team on sales fundamental, value proposition/value selling, ride along, territory management and customer management).
  • Responsible to build and lead a strong rental team.
  • Derive the metrics for AM’s, monitor the progress, and evaluate the performance.
  • Build and maintain strong relationships with current and potential customers and partners.
  • Manage key accounts, prepare quotes and process follow up.
  • Develop and increase rental revenue from key accounts. Ensure logging of all Enquiries and effective management of Opportunities throughout the Rental Funnel – Analyse Lost Rentals and identify improvement opportunities
  • Enforce Pricing Process and identify Pricing Opportunities based on Yield and Lost Rentals Analysis and negotiate price increases on existing/new Key Account Contracts
  • Maintain up to date commercial skills, market and product knowledge.
  • Closely work with the marketing department to agree on the necessary marketing tools and actions to support the rental function. Also, to measure the VOC and action plans for improvement.
  • Prepare weekly reports on Rental pipeline, projects pipeline, lost orders and market opportunities to management.
  • Participate in the MANLIFT Way improvement board meetings; contribute for the success of companies vision of providing “Best customer experience”.
  • Participate and attend meeting with Technical, HD and CCD dept for continuous improvement and achieve the desired target.
  • Improve DSO by increasing focus, accountability and follow up on agreed Accounts Receivable Actions
  • Create a proactive, energetic, fun and performance driven work environment by motivating RentalSales Reps, enforcing the Rental Sales Fundamentals and leading by example.

Manlift Core Values

  • Safety
  • Engagement
  • Teamwork
  • Integrity
  • Responsibility

Function Key Competencies

  • Business acumen
  • Adaptive thinking
  • Influencing Others/ selling skills
  • Entrepreneurial Orientation
  • Persuasive Communication
  • Customer Orientation
  • Building Collaborative Relationships

Requirements

  • Extensive knowledge of equipment rental market, with at least 5 - 7 years of experience in rental sales and key account management
  • Higher education degree or work level
  • Role will cover Qatar (may require travel to GCC countries)
  • Ability to understand technical aspects of AWP Strong commercial knowledge
  • Strong command of English and knowledge of an additional language is an asset
  • Excellent command of MS Office applications
  • Willing to work in an international network organization
  • Willing to travel as required