What are the responsibilities and job description for the Sales Manager - Rental & Service Contracts position at Kelly Generator & Equipment Inc?
Location: Owings, Maryland (Serving MD/DC/NOVA/DE)
Are you a resilient sales leader who knows how to break through "status quo" buying patterns? We are seeking a hands-on Sales Manager to lead our Maryland-based divisions. This role requires a unique tactical split: managing a relationship-heavy Rental team and a high-activity, "hunter" Service team.
The Mission: Two Teams, Two Tactics
You will lead a team of specialists who act as the primary revenue drivers for our company. You must be able to switch gears between managing long-term partnerships and coaching high-intensity conquest sales.
- The Rental Team (Relationship-Driven): This is about territory dominance through trust. You will lead reps who manage deep-rooted relationships with contractors and facility managers, ensuring we are the "first call" for both planned projects and emergency outages.
- The Service Team (The Hunt): This is about overcoming ingrained buying patterns. You will mentor "hunters" who can disrupt existing competitor relationships, overcome "commodity" objections, and convince clients to switch to our superior preventative maintenance and service agreements.
Core Responsibilities
- Dual-Division Leadership: Shift coaching styles seamlessly between the partnership-building needed for Rentals and the conquest-selling required for Service.
- Tactical Mentorship: Teach the Service team how to identify pain points in a prospect’s current provider and how to effectively "close" on long-term contracts.
- On-Call Command: Lead the Sales On-Call Rotation for the Rental division, ensuring 24/7 responsiveness and technical accuracy during critical power events.
- Operational Oversight: Manage pricing strategies and provide accurate revenue forecasting for both transactional rental spikes and recurring service income.
What You Bring to the Team
- Industrial DNA: 5 years of Sales Management experience in Generators, HVAC, or Heavy Equipment.
- The "Closer" Instinct: You have a proven track record of overcoming "we’ve always done it this way" objections and can teach others to do the same.
- Operational Steady-Hand: A leader who can navigate a team through technical challenges and reorganization without losing sight of monthly targets.
The Perks
- Competitive Compensation: Base salary with an uncapped performance-based commission/override structure.
- Health & Wellness: Comprehensive medical, dental, and vision insurance.
- Retirement: 401(k) with an aggressive company match to secure your future.
- Mobility & Tech: Company vehicle, fuel card, and the latest hardware for field and office use.
- Time Off: Generous Paid Time Off (PTO), paid holidays, and a focus on work-life balance.
- Career Growth: Direct line to the CEO with real influence on regional expansion and company strategy.
Requirements
- Proficiency with CRM systems (experience tracking both contract renewals and rentals).
- Valid Driver’s License and ability to navigate active industrial job sites.
- Bachelor’s degree in Business or related field (preferred).