The Rental Sales Representative reports to the Rental Manager and is responsible for generating new rental business and expanding existing customer relationships within the Raleigh market. This role is focused on driving rental revenue by identifying opportunities, prospecting new accounts, and providing rental solutions that meet customer needs. The ideal candidate is highly motivated, proactive in the field, and skilled at building relationships that convert into consistent rental volume.
Primary Duties and Responsibilities
Business Development
Prospect and develop new rental customers through cold calling, site visits, and networking
Grow existing customers’ utilization and identify new rental opportunities
Identify short-term and long-term rental opportunities across various industries (agriculture, warehousing, logistics, manufacturing, etc.)
Build and maintain a strong pipeline of qualified rental opportunities
Work closely with sales colleagues to identify new and existing growth opportunities
Sales Execution
Quote and close rental deals, including daily, weekly, monthly, and long-term contracts
Negotiate terms and structure deals to maximize utilization and profitability
Follow up on all web based or call in rental leads that are not to existing customers
Operational Coordination
Work closely with operations (service and parts), branch manager, and rental department to ensure delivery timelines are met
Communicate customer needs clearly to internal departments to support uptime, service expectations, and ensure customer specifications/requirements are clearly identified and met
Customer Relationship Management
Develop strong relationships with key decision-makers and influencers
Conduct regular account reviews for current G&W customers to identify additional rental opportunities
Find and present rental specific gaps within current customer base
Market Intelligence
Monitor competitor activity, pricing trends, and market demand
Provide feedback to leadership on fleet needs, pricing strategy, and market gaps
Key Performance Metrics
Rental revenue growth within assigned territory
New account acquisition and pipeline development
Customer retention and repeat rental growth
Job Qualifications
2+ years of sales experience (equipment rental, construction, or industrial sales preferred)
Proven ability to generate new business, grow existing business and close deals quickly at a competitive conversion rate
Strong communication, negotiation, and relationship-building skills
Self-starter with a high level of accountability and urgency
Ability to work cross-functionally with operations and service teams
Valid driver’s license and willingness to travel within territory
Excellent verbal and written communication skills
Preferred Attributes:
Excellent time management skills with ability to structure and plan work schedule (time in territory, customer meetings, cold calling, admin time, etc.)
Demonstrated history of intentional territory and pipeline management resulting in closed business
Ability to work independently and as part of a team environment
Ability to navigate Microsoft office products with an emphasis on Excel. Prior experience navigating Power BI reports or similar data visualization software