What are the responsibilities and job description for the Director of Product Sales & Rentals position at TRAFFIC MANAGEMENT, LLC?
Job Summary
The Director, Product Sales & Rentals is responsible for building and leading TMI’s nationwide product sales, equipment rentals, and revenue-growth strategy across all branches. This leader owns the commercialization, pricing, channel strategy, rental-fleet optimization, and margin performance for TMI’s product portfolio—including traffic-control equipment, smart-safety devices, rental assets, and specialty protection systems.
Reporting to the Head of the Business Transformation Office (BTO), this role drives profitable growth, enterprise consistency, and organizational alignment across sales, branch operations, inventory management, dispatch, supply chain, and rental-fleet lifecycle management. The Director partners closely with Operations, Finance, Supply Chain, IT, and Field Leadership to scale a unified, data-driven sales & rental program
Essential Duties:
Product Sales & Rental Strategy
- Develop and execute a national product sales & rental growth strategy, including annual plans, revenue targets, pricing plans, and margin goals.
- Build multi-channel selling programs (direct, digital, branch retail, field upsell) aligned to Operations and Dispatch workflows.
- Define product positioning, bundling, rental packages, and high-value service offerings (e.g., device rentals, message boards, signs, cones, barricades, TMAs, smart devices).
- Drive cross-sell and attach-rate programs tied to scopes of work, work zones, and job-type forecasting.
- Own pricing strategy: list price, variable pricing, tiered enterprise pricing, rental rate tables, and discount/exception governance.
Rental Fleet Optimization & Lifecycle Management
- Lead rental-fleet lifecycle strategy: acquisition, refurbishment, PM schedules, utilization, depreciation, and end-of-life disposal.
- Improve asset utilization, time-to-rent, and rental turnaround through consistent standards in asset care.
- Build a unified rental-inventory visibility system; partner with IT/Data teams to deploy dashboards, utilization KPIs, and forecasting.
- Partner with Operations & Fleet to improve asset readiness, dispatch sequencing, and field return processes.
Revenue Enablement & Field Execution
- Build sales training, product knowledge programs, and branch-level upsell toolkits.
- Enable Branch Managers, Regional Managers, and Field Leaders to execute consistent pricing, rental processes, and customer engagement.
- Deploy quality checks and audit mechanisms to ensure full enterprise alignment
Enterprise Transformation & Cross-Functional Leadership
- Serve as the BTO lead for product sales & rentals transformation initiatives.
- Partner with Finance to build business cases, ROI tracking, and margin-improvement roadmaps.
- Drive system improvements in ERP, dispatch, inventory management, and customer-order workflows.
- Support integration related to product lines, rental fleets, or regional equipment operations.
Leadership & People Development
- Lead a team to cover product management, rental management, and sales enablement.
- Build a high-performance culture grounded in accountability, safety, customer service, and operational excellence.
- Mentor future leaders in TMI’s Leadership development pathway.
Key Performance Expectations:
- Product sales revenue growth (YoY %)
- Rental revenue, margin, and utilization rate
- Rental asset readiness and turnaround time
- Inventory turns & surplus reduction
- Price realization & discount compliance
- Branch attach-rate (products & rentals per work order)
- Forecast accuracy & fleet optimization
- Field execution compliance
- Customer experience / NPS / SLA performance
Skills and Abilities:
- The ability to work well with others as a team to maintain a positive work environment.
- Multi-tasking and prioritization abilities
- Analytical and financial skills
- Excellent time management and coordinating skills
- Excellent communication skills and writing skills
- Great customer service skills and follow through
Equipment Operated:
- Computer (Keyboard, mouse)
- Phone
- Office equipment (printer, copy machine, etc.)
- Vehicles (Trucks/Cars) of various sizes
- Flatbed trucks
- Trailer mounted warning signs
- Cones, delineators, drums, barricades, signs and various other traffic control devices
- Trailer
- Various products to conduct product demonstrations
Physical Requirements & Work Environment
- Requires standing for prolonged periods of time
- Requires using hands to handle, control or lift objects
- Requires being outside and exposed to environmental conditions
- Requires being in construction environment
- Exposure to reasonable noise levels
- Requires remaining in the seated position for prolonged periods of time
- Requires lifting up 40lb
- Requires repetitive motion of hands
- Clarity of vision at 20 inches or less
- Must be able to fulfill essential job function in a consistent state of alertness and safe manner
Required Knowledge:
- 7 years in traffic control, construction rentals, industrial equipment sales, or related operations.
- Proven experience owning a P&L, sales target, or rental-fleet program.
- Strong understanding of traffic-control product lines (signs, cones, channelizers, barricades, smart devices, TMAs, PCMS boards).
- Experience working with or supporting dispatch, logistics, rental operations, and field-service organizations.
- Ability to build sales playbooks, pricing models, and customer-value propositions.
- Data-driven decision-maker able to lead forecasting, analytics, and margin optimization.
- Experience working within Lean/ISO/continuous improvement environments.
- Excellent communication, negotiation, and cross-functional leadership skills.
Education and Experience:
- Experience with ERP/dispatch systems (e.g., Vista, Service Titan, WMS/IMS, NetSuite).
- Prior leadership within a Business Transformation Office, PMO, or Operations Support function.
- Background in safety equipment, construction equipment rental, or specialty fleet management.
- Knowledge of MUTCD, ATSSA, Cal-OSHA, and traffic-control industry standards.
- MBA or similar advanced degree.
This job description is not intended to be all-inclusive, and employees will also perform other duties as assigned by management as required. Traffic Management LLC. (TML) reserves the right to revise or change job duties and responsibilities as the need arises. This job description does not constitute a written or implied contract of employment.
Salary : $140,000 - $160,000