Job: Export Sales Representative (territory: Central / South America)

JOB OVERVIEW Location: Stamford, CT 06901 Employee Type: Experienced (Non-Manager) Industry: Sales/Retail/Business Development Job Type: Full Time, Employee

JOB DESCRIPTION Position Description: Geographic Location: Preferably based near a major airport in the vicinity of Miami, Houston, Dallas, Los Angeles. Assigned territory will be Central / South America. The Export Sales Representative (ESR) maximizes used equipment sales revenue from municipalities, construction companies, independent rental yards and other customers within a defined geographical territory, continually increasing United Rentals’ share-of-wallet among the assigned territory’s resident customers. The OSR balances share-of-wallet and new business efforts. They are expected to meet various monthly, quarterly and annual sales targets and metrics. Priorities/Organization: Responsible for personal productivity, using all company tools and systems to maximize revenue and continually accelerate growth: • Maximize selling time and territory coverage through personal discipline and development of trip objectives for each sales trip to the sales territory, including pre-arranged sales appointments with key customers. • Maximize productivity through effective use of sales force automation (SFA) tools and systems: o Maintain accurate and up-to-date customer contacts and call logs, o Organize, evaluate, schedule follow-up action for all incoming leads on a daily basis, o Schedule recurrent and follow-up sales calls as well as investigative visits for new opportunities. • Maintain company vehicle (if applicable) clean and organized. Revenue Development: Responsible for development and maintenance of equipment and parts sales revenue pipeline: • Utilize all resources (SFA leads, Customer Care Center leads, Web marketing leads, customer referrals, trade association networking, community involvement, internal networking) to identify and track new customers and opportunities. • Qualify, quantify and prioritize opportunities. Aggressively pursue revenue from quality new accounts. • Develop opportunities through various approaches including but not limited to; cold calls, phone work, equipment application and consultative visits, value-added services, joint calls and cross selling. Selling: Responsible for successful execution of selling process: • Work closely with the Export Desk ISRs to coordinate sales transactions and ensure customer satisfaction. • Qualify and quantify prospects through internal and external data sources. Develop sales call objectives and prepare sales calls talking points ahead of time. Maximize productivity of customer face-time. • Investigate customer needs and expectations thoroughly. • Develop and present solution proposals to customers. Selling (continued): • Apply transactional and relationship selling techniques where appropriate. • Listen to, understand and resolve customer concerns and objections. • Develop long-term customer relationships based on contribution to customers’ success through consistently superior performance, best-in-class service, teamwork and professionalism. • Conduct appropriate and professional customer entertainment in compliance with federal/state/local laws, customer and company policies. • Comply fully with Foreign Corrupt Practices Act (FCPA) at all times, seeking guidance from supervisor and/or legal if uncertain about a particular action, communication or situation. Continuous Personal Development: • Maintain knowledge currency of equipment, options and applications. • Schedule regular territory and portfolio reviews with VP of Market Development. Review Weekly Sales Rep Scorecard, identify opportunities for improvement and implement strategies to improve effectiveness and results. Seek and implement coaching advice and feedback. • Observe peers and apply best practices as appropriate. • Utilize internal and external resources to continually hone selling skills (Selling and Safety UR Training, presentation and public speaking, time management, computer and communication skills, etc.). Performance Metrics: • Weekly Sales Rep Scorecard, • Achievement of sales budgets, • Sales of targeted fleet, • New accounts revenue, • Assigned accounts revenue growth, • Average Gross margin % To Apply Visit United Rentals, Inc. Qualifications: • High School Diploma, BA/BS preferred Experience: • Proven sales ability in transactional and relationship selling environments. • Knowledge of construction equipment and applications. • Valid Driver’s license and US Passport • Safe driving record. • Business acumen, including familiarity with profit and loss accounting concepts. • Strong selling, customer-service, relationship-building, planning, problem-solving and organizational skills. • Solid computer skills and knowledge of business software. • Strong communication and presentation skills. • Strong teamwork and interpersonal skills. • Independent, internally motivated, self-starter with self-imposed structure. • Bi-lingual with excellent skills in English and the primary language of the ESC’s assigned area of responsibility • Ability to travel outside the US, occasionally traveling and/or staying over weekends • Ability to adjust work hours to maintain contact with and meet demands of customers in different times zones • Must be result-oriented with ability to influence others. • Must be able to work in teams and within matrix organizational structure. • Receptive to change – Change agent. • Requires handling and grasping with the hands when restocking shelves, unloading equipment, operating and winching up/down equipment. • Occasional use of foot/feet to operate foot pedals during equipment demonstrations. • Frequent lifting up to 10 lbs., occasional lifting up to 25 lbs., and seldom lifting up to 40 lbs. • Occasional need to work at heights above 10 ft. • Ability to bend kneel and work with arms raised for prolonged periods of time. • Ability to climb over and into heavy equipment several times a day. • 75% or more travel outside the US • Long plane flights • Office, construction sites, industrial sites. • Travel in company vehicle (if applicable). • Exposure to bright lights, extreme temperatures, loud noise, dust, gas and/or fumes. Other duties assigned as needed. More Info and Application