The Rental Sales Account Manager will be responsible for achieving the rental revenue target. This position identifies the plants, projects and contractors that need temporary treatment equipment, quote and close the rental opportunity to keep fleet units earning revenue. The Rental Sales Account Manager converts rental customers into capital equipment buyers. Fleet rental equipment includes cloth media disk filters, AquaJet floating aerators, OxyMix pure oxygen aerators, aspirating aerators, AquaPRS units and Nereda AGS units.
Key Responsibilities- Build a rental pipeline sourced from municipal engineers, consulting firms, general contractors, the manufacturers' representative network and direct outreach to plants with capacity or compliance problems.
- Qualify opportunities against the fleet Aqua owns based on flow, loading, effluent requirement, site and power constraints, duration, budget and decision authority.
- Incorporate equipment ancillary to Aqua's main offering into our proposals. For instance, tankage, pumping, and piping.
- Quote the complete rental: monthly rate, minimum term, security deposit, freight and mobilization, installation support and maintenance agreement, priced against unit availability and refurbishment cost.
- Close rental agreements with approved terms and complete project scope.
- Track every active rental toward a capital purchase decision and engage the equipment sales team before the rental term ends.
- Maintain assigned rental accounts, including repeat renters, engineering firms that specify bypass and pilot work, and industrial customers with seasonal loading.
- Report customer requirements the current fleet cannot meet, to support fleet investment decisions.
- Train and support manufacturers' representatives on rental applications, and accompany them on site visits and technical calls.
- Accurately maintain the rental opportunity pipeline in the ERP for pipeline and bookings reporting.
- Provide a monthly bookings and run-rate forecast, and a weekly report of wins, losses, reasons and pipeline changes.
- Work with Process Engineering and Applications on equipment sizing, process guarantees and performance questions, and with Accounting on credit, deposits and collections.
- Travel to customer plants, construction sites, representative offices and industry events.
- Other duties as assigned.
Work EnvironmentUsual office working conditions with moderate noise such as computers and printers, telephones and co-workers. Regular travel to operating wastewater treatment plants and active construction sites, with exposure to noise, odor, dust, heat, cold, wastewater and treatment chemicals. Requires climbing stairs and ladders, walking uneven ground, use of personal protective equipment, and occasional lifting up to 25 pounds.
Customers - Internal: 20%
- External: 80%
Minimum Qualifications- Bachelor's Degree in Engineering, Business or a related field plus a minimum of 5 years of capital equipment, equipment rental or technical sales experience carrying a revenue objective, or any equivalent combination of training and experience.
- Valid driver's license required for travel to customer locations.
- Ability to travel up to 40% domestically and internationally
- Working knowledge of municipal and industrial wastewater treatment, including aeration, clarification and filtration, and of the operating and regulatory pressures plants face.
- Able to read a process flow diagram and site plan and hold a technical conversation without an engineer present.
- Equipment rental, emergency response or temporary treatment experience, is a plus.
- Understands municipal purchasing, including specifications, bid processes, capital planning cycles and emergency procurement. Skilled at pricing and negotiating rental terms.
- Disciplined CRM and ERP pipeline user.
- Must be computer literate and familiar with MS Office software.
- Clear written and verbal communication
- Demonstrated ability to collaborate across sales, engineering, operations and finance.
Salary Range: $114,400 - $150,000 annually
Benefits Include:Medical (prescription coverage included), Dental, Vision, Life Insurance, Short Term Disability, Long term Disability, Accidental Death and Dismemberment, Business Travel Insurance, Paid Parental Leave, Medical Flexible Spending, Dependent Care Flex Spending, Lifestyle Spending Account, EAP, 401k plus 3% match- both pretax and post, Profit sharing, Bonus, Summer Hours, Paid Christmas Shutdown, Paid Volunteer Hours, Vacation & Paid Leave for All Workers, Vacation Purchase Program, Tuition Reimbursement, Telecommuting up to 2 days a week, Flex work schedule, Identity Theft Protection
