Sales Manager

AER is seeking an experienced, highly connected Sales Manager to launch and lead our heavy equipment rental sales effort across the Dallas-Fort Worth market. This is a true player-coach role: the Sales Manager will be AER’s lead salesperson, personally own key accounts and new business production, and build the sales organization while reporting directly to the President & CEO.

A successful candidate must enter the role with an established, portable book of business or a strong network of DFW contractors, project leaders, and equipment rental decision-makers who can create near-term opportunities. The initial team will consist of this manager and one salesperson hired at launch. That two-person structure will operate for approximately the first six months; after the model is producing consistently, the Sales Manager will help the President & CEO expand the team in a disciplined manner.

Key responsibilities include:

• Lead from the front. Serve as AER’s senior field salesperson and personally prospect, quote, close, and grow major rental accounts while carrying an individual revenue and profitability goal.
  
• Activate an established network. Use existing relationships and DFW market credibility to open doors quickly, generate qualified opportunities, and establish AER with contractors that have recurring equipment rental demand.
  
• Hire and develop the initial salesperson. Recruit one strong outside salesperson at launch, establish clear expectations and territory focus, and provide hands-on coaching, ride-alongs, account planning, and performance management.
  
• Build the sales operating system. Create practical processes for prospecting, account ownership, quoting, follow-up, CRM use, pipeline reviews, forecasting, pricing approvals, and performance reporting.
  
• Grow the DFW market. Develop and execute a territory strategy covering Dallas, Fort Worth, and surrounding North Texas markets, with an emphasis on commercial construction, civil and infrastructure, utilities, industrial work, concrete, excavation, and specialty contractors.
  
• Win and expand key accounts. Build relationships with owners, executives, project managers, superintendents, estimators, procurement teams, and field leaders; create strategic plans for top customers and targeted prospects.
  
• Drive profitable rental revenue. Own personal and team performance against revenue, gross margin, rate, new account, and market share goals while maintaining appropriate pricing and discount discipline.
  
• Improve fleet productivity. Partner with fleet and branch leadership to align customer demand with fleet mix, availability, transfers, acquisitions, and disposal decisions; help increase time and dollar utilization.
  
• Maintain a healthy pipeline. Consistently prospect, qualify opportunities, document next steps, and maintain accurate customer, activity, quote, and forecast information; hold the initial salesperson to the same standard.
  
• Coordinate execution. Work across operations, dispatch, transportation, service, and credit to solve customer issues quickly, protect the customer relationship, and deliver a dependable rental experience.
  
• Strengthen commercial discipline. Review large quotes, special pricing, contract terms, credit risks, and competitive situations; coach representatives to sell value instead of relying on price alone.
  
• Plan the next stage of growth. After the first six months, use demonstrated demand, territory coverage, pipeline, and economics to recommend when, where, and how AER should add salespeople.
  
• Represent AER. Build visibility in the DFW contractor community through job site visits, industry events, customer meetings, associations, and local market intelligence.
  
• Promote safety and integrity. Model safe conduct on jobsites and company property, follow all company policies, and lead with honesty, urgency, and accountability.
  

Requirements

• 7 or more years of successful sales experience in heavy equipment rental, construction equipment, material handling, aerial equipment, or a closely related industry
  
• 2 or more years of sales leadership, team supervision, or proven field coaching responsibility
  
• An established, portable book of business or strong DFW contractor contacts, with demonstrated ability to convert relationships into qualified rental opportunities while honoring all confidentiality and contractual obligations
  
• Demonstrated record of growing revenue, developing accounts, protecting margins, and consistently meeting or exceeding sales goals
  
• Strong knowledge of the DFW construction market and an established network among contractors, project leaders, or equipment users
  
• Working knowledge of rental economics, including rate, margin, fleet utilization, delivery economics, damage exposure, and credit considerations
  
• Ability to coach in the field, hold people accountable, address performance issues directly, and build a strong team culture
  
• Strong forecasting, negotiation, presentation, communication, and problem-solving skills
  
• Comfort using a CRM, rental management system, Microsoft Office, and performance dashboards
  
• Valid driver’s license, acceptable driving record, and ability to travel frequently throughout the DFW market