Rental Sales Representative

Position Overview

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
  
  

Compensation

• Base plus commission, dependent on experience