• Key Account Manager - Rental Services

    Req No.
    Regular Full-Time
    Union or Non-Union
    Altorfer Industries Inc.
  • Overview

    PURPOSE & SCOPE: The purpose of the Key Account Manager role is to target and drive rental revenue and increase market share. This position is responsible for promoting rentals and the rental concept to customers, educating them in proper equipment applications along with technology advancements that enable greater productivity. Key Account Managers are focused on building customer relationships, completing jobsite visits and identifying rental opportunities within the assigned territory.

    Basic Duties

    OBJECTIVES & ACCOUNTABILITIES (including, but not limited to):

    • Meet or exceed 100% of business plan revenue quotas.
    • Complete required sales contacts per day.  Contact must be a decision maker to qualify.  A “contact” is defined as:
      • A face to face office visit with a customer or prospect
      • A face to face jobsite visit with a customer or prospect
      • Completed phone call to a customer or prospect
    • Create an ongoing and proactive territory call itinerary plan in Saleslink with 100% of completed activities to be updated and submitted each day.
    • Prospect to earn at least 1 new customer per week or 50 per year.
    • Divide territory into workable sub-territories and spend 1 full day per week in each.
    • Log 100% of missed rental opportunities in iRental System.
    • Respond to customer calls/pages in a timely basis with a sense of urgency.
    • Respond to team member calls/emails/texts in a timely basis with a sense of urgency.
    • First sales call to be made by 7:00am every day.  Be available 24/7 as needed.
    • Complete 100% of required weekly reports and special requests by management within the specified timeframe.



    • Maintain database of customers/prospects, opportunity pipeline and project information.
    • Use various reporting services, association contacts, and other database means to prepare for upcoming projects in the area.
    • Must maintain good organizational and time management skills for effective territory coverage.
    • Meets regularly with the Credit Department to assist in past due account collection.
    • Meets with Operations Manager as customer damage or service issues demand.
    • Maintains an adequate supply of sales tools including company brochures and promotional items on hand and utilizes them creatively to meet customer demands.
    • Works closely with Rental Coordinators to make sure all rental contracts have customer signatures, PO numbers, insurance and accurate information. 
    • Promotes clear and concise communications.


    Customer Relations:

    • Must be perceived by the customer as a problem solver, handling follow-up calls and customer problems effectively, involving the Rental Manager when necessary.
    • Must be easily accessible by customers and staff  by phone, email, etc.
    • Occasionally delivers rental equipment in conjunction with regular jobsite visits to maximize company transportation efforts and satisfy urgent customer demands.
    • Is involved in local trade associations to network and further develop solid customer relationships.
    • Some customer support may require after hours efforts to maintain customer satisfaction.



    Technical Skills Required:

    • Must understand construction phases, job situations, and project conditions for timing of approaching customer and rental products application suggestions.
    • Must be knowledgeable of entire rental fleet and be able to demonstrate equipment whenever appropriate to increase customer awareness of product offerings and product applications.
    • Must have working knowledge of business software such as Outlook, Saleslink, iRental, Excel, Word, Powerpoint, DLMS, etc.


    Experience, Education and Training

    • Preferably a 4 year college degree or associates degree with industry experience.  Experience in closely related industries such as heavy equipment, material handling, construction, engineering or equipment distribution would also be a plus
    • Knowledge and understanding of the equipment rental industry
    • Outside sales experience of at least 3 or more years
    • Ability to write concise and professional proposals, emails, memos
    • Ability to provide basic rental application training on all products, operations and service capabilities


    Soft Skills

    • Must be well spoken, polite, highly engaged and professional
    • Must be able to communicate well with various levels of people within various organizations
    • Must be a good listener and naturally curious
    • Must have a positive demeanor and outlook
    • Must be empathetic
    • Must have winning attitude
    • Must support Patten foundational goals of: Integrity, Customer Focus, Ownership and Teamwork

    Equal Opportunity Employer M/F/Disabled/Vets




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