Rental Operations Manager - Heavy Equipment

Job Purpose

Responsible for developing and managing an efficient and profitable rental sales equipment business. Manage, empower and motivate the rental sales force in order to achieve and exceed revenue targets and objectives whilst maintaining the highest level of customer satisfaction.

Key Responsibility

• Develop and execute used and rental sales plans to improve market share in all market segments.
• Have good knowledge of the customer needs and requirements in the territory.
• Follow up with branch sales managers to ensure the proper preparation and efficient delivery of used equipment to the customer.
• Support branch sales staff in resolving used/rental equipment customer queries/problems and provide guidance as required.
• Understand the competitive environment and develop strategies to combat it.
• Develop rental equipment business plan and monitor it to achieve annual operating budget and revenue targets.
• Consolidate the branches' forecast of the number of units to be purchased and sold.
• Review ordering requirements with VP and ensure there is adequate inventory to meet market needs whilst achieving inventory turnover targets.
• Ensure that the inventory is kept in good condition and properly stored and secured.
• Monitor inventory levels to avoid aged inventory situations.
• Manage the rental fleet effectively to achieve performance targets (utilization, profitability, and ROI) and take necessary actions when required.
• Liaise with the Accounts Department to ensure that the rental fleet has adequate insurance coverage.
• Review monthly achievements and take corrective actions where necessary.
• Ensure the sales force uses the CRM system to create/manage activities, business opportunities as per CRM business rules and conventions.
• Monitor, review, and ensure the quality and timeliness of quoting, invoicing & product delivery.
• Develop with the sales force an individual annual call plan and ensure its effectiveness with respect to proper market coverage.
• Provide timely reports to Senior Management to apprise them of market and business conditions.
• Regularly monitor and analyze lost sales, closure rate, and participation rates.
• Work closely with suppliers to ensure their participation in advertising and promotional activities.
• Assist the Accounts Department in the collection of receivables where needed.
• Ensure the safety, cleanliness, and security of vehicles and facilities of Rental Stores.
• Manage the rollout of equipment in all branches, including rental stores machines, at the appropriate time to maximize value and profits.
• Provide support to the branches in the sales of used/rental equipment.
• Buy and acquire used equipment from pre-approved sources as per forecasts and set the price for each unit.
• Develop and manage re-marketing sales tools for trade-ins, buybacks, forward purchasing agreements, lease, and rental with/without option to buy.
• Monitor closely prices of new and used equipment locally and internationally to remain competitive.
• Provide guidance to the Rental Manager in the preparation of rental rates list for branches.
• Attend auctions/fairs and analyze the effect of the territorial auctions in the Gulf on company sales.
• Develop sales incentive schemes for the sales force of branches to motivate them.
• Work closely with parts and service manager and negotiate special rates for rental equipment repairs.
• Provide various reports to Senior Management to apprise them of business conditions and performance.

Qualifications and Experience

• Bachelor’s Degree in Mechanical Engineering.
• 7-10 years relevant experience.