Project Manager, Sales

Position Summary

The Salesperson/Project Manager will be responsible for driving sales by combining technical expertise with effective sales strategies. This role involves understanding customer needs, recommending suitable crane solutions, and ensuring a seamless transition from sales to technical operations.

Essential Duties and Responsibilities

The essential functions include, but are not limited to the following:

• Sales and Business Development:
  • Identify and pursue new business opportunities in crane and equipment rentals, to include new products, new markets, and new customers with the goal of establishing at least two new customers a month.
  • Develop a sales plan with specific targets, projects and milestones and update every 30 days.
  • Cultivate and maintain strong relationships with existing customers, understanding their technical requirements, and driving directly to the customer for frequent visits.
  • Achieve and exceed sales targets through effective sales strategies.

1. Provide continuous feedback on leads, opportunities, and activities for assigned projects and manage your portion of the sales pipeline in Salesforce (CRM software). Ensure accurate records of all pricing, sales, and activity reports as well as customer and account information are submitted and maintained electronically in Salesforce.
2. Work closely with Accounts Receivable to assist in billing and collection of payments due, as necessary.

• Project Coordination:
  • Oversee the planning, coordination, and execution of safe crane and equipment rental projects, making regular visits to job site locations.
  • Work closely with the technical operations team to ensure smooth project execution and act as a liaison between teams to address technical questions and concerns.
  • Track and adjust schedules, as necessary.
  • Ensure projects are completed within budget, timeline, and quality standards.
  • Act as the main point of contact for customers throughout the project lifecycle.

• Technical Expertise:
  • Demonstrate technical knowledge of operator-maintained cranes and equipment by providing technical advice on operator-maintained and bare rental cranes to customers, emphasizing safety first at all times.
  • Collaborate with customers to understand their specific lifting challenges and project requirements in order to recommend tailored solutions.
  • Complete lift plans/layouts.

• Proposal Development:
  • Prepare and present detailed proposals/bids, including project scope, cost estimates, and timelines. Collaborate with internal teams, including operations and marketing, to ensure comprehensive and competitive proposals.
  • Track wins/losses in Salesforce.

• Contract Negotiation:
  • Negotiate contract terms and conditions with customers to ensure mutually beneficial agreements.
  • Coordinate with contract and finance teams to finalize contracts.

• Team Collaboration
  • Collaborate with other members of the sales team to ensure customer needs are met.
  • Collaborate with members of cross functional teams to ensure the effective and efficient flow of work and project readiness.

• Customer Training:
  • Conduct customer training sessions on the operation and maintenance of cranes, ensuring safe and efficient use.

Minimum Qualifications

Education & Experience

1. Highschool diploma or equivalent required. AA or Bachelor’s degree preferred.
2. Valid driver’s license.
3. Previous outside rental or retails sales experience or extensive operations experience within the heavy equipment industry required. Two years of business-to-business sales experience in Construction Equipment and/or Construction related field preferred.

Knowledge, Skills & Abilities

1. Knowledge:
   1. Crane Technology: In-depth knowledge of operator-maintained and bare rental crane technology.
   2. Industry Awareness: Understanding of industry trends, competitors, and market dynamics in crane services.
   3. Technical Sales Strategies: Knowledge of effective technical sales strategies specific to crane services.

1. Skills:
   1. Technical Consultation: Ability to provide expert technical advice to customers on unique lifting requirements, making safety the number one priority at all times.
   2. Sales Acumen: Strong sales skills, including lead generation, negotiation, and deal closure.
   3. Time Management: Ability to manage time and workflow to efficiently schedule jobs in coordination with the Operations team.
   4. Conflict Resolution: Ability to effectively identify, address, and resolve conflicts in a professional and constructive manner.
   5. Project Coordination: Skills to coordinate with internal technical teams for seamless project execution.
   6. Proposal Development: Proficiency in creating detailed proposals with technical specifications and cost estimates.
   7. Client Training: Ability to conduct effective training sessions on crane operation and maintenance.
   8. Computer: Proficient computer skills, including MS Office, smartphones, laptops and Salesforce.

• Communication: Effective communication and presentation skills for conveying technical information to customers.
• Problem-Solving: Effective problem-solving abilities to address technical challenges, provide solutions and easily pivot as project requirements and scheduling shifts.
• Customer Focus: Customer-centric mindset, understanding and meeting the unique needs of customers.

• Collaboration: Ability to collaborate with internal teams and external customers to align technical solutions.
• Adaptability: Flexibility to adapt to changes in technology, industry standards, and customer demands.

Physical Demands and Work Environment

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this position. Reasonable accommodations may be made to enable individuals with disabilities to perform the functions.

While performing the duties of this job, the employee is routinely required to sit, stand, walk, present, use hands and fingers to handle or feel, reach with hands and arms, and effectively speak and hear. The employee is sometimes required to: stoop, kneel, bend or crouch. The employee must occasionally lift and/or move up to 40 pounds. Specific vision abilities required by this job include close vision, and ability to adjust focus.

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. Work is normally performed in a construction site where noise level is loud. Some work site visits, and automobile travel are required.

Note

This job description in no way states or implies that these are the only duties to be performed by the employee(s) of this position. Employees will be required to follow any other job-related instructions and to perform any other job-related duties requested by any person authorized to give instructions or assignments and such duties, activities or responsibilities may change or new ones may be added at any time with or without notice.

All duties and responsibilities are essential functions and requirements and are subject to possible modification to reasonably accommodate individuals with disabilities. To perform this job successfully, the employee(s) will possess the skills, aptitudes, and abilities to perform each duty proficiently. Some requirements may exclude individuals who pose a direct threat or significant risk to the health or safety of themselves or others. The requirements listed in this document are the minimum levels of knowledge, skills, or abilities. This document does not create an employment contract, implied or otherwise, other than an at-will relationship.

Mr. Crane provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.