What are the responsibilities and job description for the RENTAL COMPACT CONSTRUCTION SPECIALIST position at Intermountain Bobcat- Salt Lake City?
Job Summary
The Rental Compact Construction Specialist is responsible for driving rental revenue growth, improving fleet utili-zation, and expanding the customer base within targeted contractor segments. This role combines outside sales, account management, and operational coordination to deliver profitable rental solutions while supporting long-term customer relationships and rental-to-sale conversions.
This position reports directly to the Branch Manager and plays a key role in achieving branch revenue, utilization, and margin goals.
Duties and Responsibilities
The Rental Compact Construction Specialist is responsible for driving rental revenue growth, improving fleet utili-zation, and expanding the customer base within targeted contractor segments. This role combines outside sales, account management, and operational coordination to deliver profitable rental solutions while supporting long-term customer relationships and rental-to-sale conversions.
This position reports directly to the Branch Manager and plays a key role in achieving branch revenue, utilization, and margin goals.
Duties and Responsibilities
- Increase rental revenue by developing new accounts and expanding existing customer relationships
- Identify and target contractors within key SIC segments, including excavation, concrete, landscaping, utili-ties, and municipalities
- Prospect and open new rental accounts
- Reactivate lapsed accounts (no activity in 36 months)
- Achieve or exceed monthly revenue targets
- Maintain strong jobsite presence by visiting active construction projects
- Provide customers with rate sheets, product recommendations, and timely follow-up
- Capture project timelines to identify future rental opportunities
- Monitor and actively manage fleet utilization to achieve utilization targets
- Promote underutilized equipment through targeted outreach, promotions, and bundled offerings
- Maintain strong awareness of rental rates, margin thresholds, delivery costs, and fleet availability
- Protect margins by minimizing unnecessary discounting and selling value (uptime, service, availability)
- Exemplify the Total Equipment Core Values: Teamwork, Excellence, Passion, Integrity, and Customer First
- Develop working knowledge of compact construction equipment, including:
- Skid-steer loaders
- Compact track loaders
- Mini excavators
- Telehandlers
- Toolcats
- Attachments (augers, breakers, trenchers, etc.)
- Light compaction equipment
- UTVs
- Site technology/laser systems
- Confidently recommend equipment solutions based on customer needs
- Build and manage a target list of prospective accounts
- Maintain relationships with top revenue-generating customers
- Conduct regular account reviews and retention check-ins
- Identify long-term rental opportunities (30 days, seasonal, municipal contracts)
- Accurately log all calls, visits, quotes, and activities in CRM
- Report on performance metrics and activity levels
- Identify customers with high rental frequency or duration
- Refer qualified opportunities to sales for equipment purchase
- Support conversion strategy from rental to retail sales
- Coordinate with service and operations teams to minimize downtime and ensure equipment readiness
- Follow all rental standard operating procedures (SOPs)
- Partner with branch leadership to align on utilization and revenue goals
- Able to work with a wide range of personalities in a courteous and professional manner
Education and Experience
- 2 years of experience in equipment rental, construction sales, outside sales, or related field preferred
- Strong knowledge of construction equipment and jobsite applications preferred
- Proven ability to prospect, build relationships, and close sales
- Self-motivated with strong organizational and time management skills
- Ability to work independently in a fast-paced, field-based environment
- Valid driver’s license and ability to travel locally for jobsite visits
- Bachelor’s Degree in Business Management preferred or minimum of 5 years of experience in the com-pact equipment industry.
- Must be able to bend, stretch, kneel, stand, lie, and squat to perform repairs and inspections.
- Must be able to lift and pull 40lbs regularly and up to 100lbs occasionally.
- Manual dexterity and physical strength necessary to operate tools or make adjustments and repairs.
- Must have visual acuity to inspect equipment and identify defects.
- Must be able to hear well enough to test sounds and identify functioning level of equipment.
- Must be able to perform the physical duties of the job.
- Must be able to traverse the various terrain of the grounds and facilities