National Accounts Director / Strategic Account Executive - Power Industry

Through supervision of a team of national accounts executives, leads the identification of national customers within the power industry and the development of cross-regional strategies that meet the requirements of the customer while providing rental revenue growth for RSC. Promotes profitable volume growth by planning, developing and establishing sales programs, strategic objectives, and policies, using subject matter expertise and superior breadth of knowledge of the target industry segment. Maintains visibility within the power industry as a thought leader and develops in-depth analysis of all legislation, regulations, current research and other trends within the segment to maximize RSC Equipment Rental's position as the vendor of choice.  Teams with regional sales management and coordinates with corporate functions to design solutions tailored to meet the needs of the client base. Regularly communicates results and progress to the VP, Sales.  This position could be located anywhere in the United States, however preference may be given to those who reside near major power companies.

• Program Development: Achieves segment market share by planning, developing, and implementing innovative, national solutions in accordance with the Company's strategic objectives. Approves and leads the development of Rules of Engagement and determines qualification criteria. Formulates, interprets, and enforces sales policies such as pricing, selling practices, online selling, and other sales-related activities.


• Account Management: Provides sales leadership by coordinating national sales efforts within the power industry.  Achieves financial objectives in terms of gross margins, promotional sales, inventory management, and operational efficiency.  Monitors national account activity and service level, reviews process and proposals, and supervises national account managers. Oversees the activity between national accounts representatives and local branches and provides support as required.


• Business Development: Promotes company-wide sales efforts by leading the national and strategic account sales effort within the power industry. Researches information on national and strategic partnerships, establishes pricing methods, recommends resource allocation, and cultivates consultative relationships with strategic customers, using deep product and industry knowledge to design effective solutions. Negotiates national contracts and serves as liaison with national accounts at the client's corporate level. Coordinates delivery of effective marketing tools, such as website content, presentation materials and scripts, and related literature.


• Market Analysis: Identifies market opportunities and utilizes critical sales information by analyzing market research and customer segmentation, evaluating competitor market position and sales techniques, identifying new markets, and establishing sales forecasts.  Develops and presents metrics that measure the increase in rental revenue for accounts that are managed under the program.


• Customer Relations: Enhances customer satisfaction and retention by monitoring customer service metrics. Identifies and develops opportunities to improve products and services. Builds and maintains successful business partnerships by conducting visits to key customers.


• People Management: Leads the recruitment, training, and development of qualified employees. Communicates job expectations and fosters a collaborative climate. Ensures employees complete required compliance training including equipment safety, sales, and negotiation training. Provides guidance and mentoring for staff.

• Seasoned power industry leadership experience with demonstrated success in building effective sales teams, leveraging power industry contacts, and leading the implementation and growth of new, national sales strategies required. Typically acquired in seven to ten years progressively-responsible experience in sales within the power industry, including significant national account management experience and often characterized by one or more of the following: established name recognition, speaking engagements, and published commentary in the power industry. 


• Bachelors' degree in related field required. Master of Business Administration or an equivalent graduate degree preferred. 


• Demonstrated experience in effective guidance of national account management and interfacing with senior management required. Demonstrated excellent communication and interpersonal skills to interface with all levels including executive management required. Requires proven negotiation and presentation skills.


• Must be able to sit for long periods of time.


• Ability to travel frequently required.

If you demonstrate drive, customer focus, initiative, teamwork and communication skills, you will be a successful, well-rewarded member of the RSC team. You will find the pay competitive and enjoy a comprehensive benefits plan that is designed to work for you and your family.

RSC is proud to be an equal opportunity employer, supporting a diverse workforce.