Accomplishments / Revenue Growth
Grew a Power & HVAC Rental Territory 61% Against Entrenched Competitors
- Company
- United Rentals
- Role
- Power & HVAC Territory Manager
- When
- 2023 – 2024
- Category
- Revenue Growth
Problem
The territory had never had a dedicated manager, and competitors had been established there for years with customers who were happy with them.
Action
Prospected aggressively with cold calls and in-person visits to offices and job sites, used construction intelligence platforms to find projects, and managed the pipeline with custom Salesforce KPI reports.
Result
Territory revenue grew 61%, with 16 new accounts added.
What I did
- Targeting. Focused on electrical, mechanical, pipeline, and utility customers.
- Prospecting. Used construction intelligence platforms (Rouse, Industrial Info, ConstructConnect, and Dodge) to find projects and build the prospect list.
- Breaking in. Cold called and made in-person visits to offices, job sites, and projects to win customers away from competitors.
- Selling. Quoted, negotiated, and closed rental contracts for generators, chillers, heaters, and power distribution systems.
- Reporting. Designed custom KPI reports in Salesforce to manage projects, follow-ups, and the territory, and shared them with other territory managers and the branch manager.
Results
- 61% territory revenue growth.
- 16 new accounts.