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Rental Manager

India

 

 

Purpose/Overview

Responsible to develop profitable and sustainable Rental (Commercial) activities in line with the Rental (Commercial) strategy and budget in close cooperation with the Country Manager. The incumbent is expected to create and maintain good long term relationships with a wide range of clients. He will be responsible for visiting key accounts and strategic partners or reps in the heavy equipment/ construction/ facilities management industry & exploring new market opportunities.

Organisational Structure

  • Reports to the Commercial Manager (India)

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, analyse 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 Rental Sales Reps, enforcing the Rental Sales Fundamentals and leading by example

Responsibilities

  • Extensive knowledge of Indian aerial or industrial machinery/ equipment market; with 5+ years’ experience in rental sales, key account management & client management
  • Proven track record in a sales position with responsibilities gained in the service industry, ideally in the Auto or Equipment Rental industry. Thorough knowledge of the service industry and its business drivers
  • Higher education degree and work level
  • Strong commercial knowledge and understanding of customer service
  • Experience in making presentations
  • Proven ability in achieving sales targets
  • IT literate, with advance Excel skills
  • Strong command of English and knowledge of an additional language is an asset
  • Outstanding relationship selling skills and negotiation acumen
  • Works effectively with employees throughout organisation
  • Excellent interpersonal communication and networking skills
  • Strong analytical skills and financial acumen
  • Sense of urgency and ability to adjust organisational priorities in an ever changing market
  • Multi-cultural and cooperative mind set; willing to work in an international network organization
  • Willing to travel as required

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