Job Title: Director of Trench Shoring & Fluid Solutions
Location: Manassas, Virginia
Starting Compensation Range: $128,000 - $190,000 per year
What You Will Do: Achievement of annual financial (revenue and profitability) objectives:
- Build and execute a business plan that strengthens customer relationships, expands market share, improves fleet utilization, and supports safe jobsite practices.
- Work closely with rental operations, sales, service, transportation, finance, EHS, and branch leadership to deliver superior customer experience while achieving profitable growth year over year
- Develop growth strategies, manage fleet and inventory, maximize fleet utilization, coach and support team members, maintain strong customer and vendor relationships, ensure compliance with all EHS standards
- This role is integral in the annual budgeting process, including fleet forecasting, working closely with SVP of Rental, Rental FP&A Manager, and Fleet Asset and Business Analytics Manager
- Develop and execute recovery plans for revenue and expense accounts that are not tracking to business plan
- Actively participate and contribute to Rental leadership meetings and Executive business reviews
- Proactively communicate key business performance and business/market trends to Rental SVP and Executive leadership team as appropriate
- Make presentations as needed to customers, team members, OEM partners, and industry associations
Provide leadership, supervision, direction and motivation to field-based rental services operations and logistics team:
- Actively support Company's commitment to safety leadership, equal employment opportunity, employee development, operational excellence, and our core values (The Carter Way)
- Maintain positive and collaborative business relationships within and outside of the Rental services group (Credit and Collections, Marketing, Digital, CI/Lean, Construction Service Store and Parts Operations, Heavy Rents, Retail and Product Support sales teams) to facilitate strong partnerships and relationships across the table and collaborative problem solving
- Maintain positive customer experience through inside and outside sales teams; working promptly to address complaints, service issues and problems; Achieve and preferably exceed annual Customer Net Loyalty Score goal
- In collaboration with Regional and District Sales Managers, drive profitable fleet growth through active store management of fleet assets and planning and execution of fleet load, retirements, and daily OEC on rent; Drive top quartile operations and logistics performance to support profitable fleet growth
- Work in coordination with team to achieve Continuous Improvement goals and objectives
- Perform other duties as assigned
What We're Looking For: - Minimum ten years' experience in construction equipment and/or Rental industry and previous business development experience
- Proven track record of sales growth (5-10 years preferred)
- Bachelor's degree (engineering and/or business-related concentration preferred)
- Master's degree (desirable)
- Thorough understanding of the construction equipment industry and business development techniques; Rental industry experience is highly desired
- Strong business acumen, including but not limited to budgeting, financial analysis, forecasting and managing customer business agreements and terms and conditions
- Strong communication skills; verbal and written as well as strong listening skills
- Excellent customer satisfaction skills and ability to build strong internal/external relationships
- Strong decision-making capabilities
- Detail oriented, analytical and data driven
- Valid driver's license
- Excellent driving record
- Frequent travel is required - overnight or out of town via car or airplane
What Success Looks Like In This Role: - Collaborating across teams; strategically focused on improvements to business models
- Conducting market research, benchmark, and creating financial models
- Working independently and as part of a team that is reliant on each other to succeed
- Functioning in a fast-paced environment with demonstrated ability to coordinate multiple competing tasks and demands; Strong organizational skills
- Strong PC skills
- Self-development and adapting to changing technology
- Engaging in effective and persuasive discussions on complex topics with top management and other firm personnel
- Defining problems, collecting data, establishing facts, and drawing valid conclusions
- Interpreting an extensive variety of technical data relating to salary/budget and benefits administration
- Promoting a positive customer experience
- Upholding the Rental Promise and our Core Values of Integrity, Commitment, Excellence and Teamwork by embracing The Carter Way
Physical Requirements: - Regularly required to stand; walk and talk or hear
- Frequently required to sit; use hands to finger, handle, or feel; reach with hands and arms; climb or balance and stoop, kneel, crouch, or crawl
- Occasionally lift and /or move up to 20 pounds
- Specific vision abilities required by this job include close vision, distance vision and ability to adjust focus
Competitive Compensation and Benefits: - Health, dental and vision insurance
- Paid time off
- 401(k), $0.75 to $1.25 match up to 6%
- Life and disability insurance
- In-house training instructors/programs
- Tuition reimbursement
- Employee referral bonus program
- Tool allowances and tool loans
- Discounts on cellular phone service, computers, and vehicles
- Opportunities for overtime
- Shift differential (if applicable)
Actual base pay may vary based on experience, skills, qualifications, education, geographic location, and other relevant business considerations. In addition to base pay, the compensation package may include participation in performance-based incentive programs (e.g., discretionary or non-discretionary plans), as well as overtime eligibility depending on the role.
