Rental Rep - Business Development

About Christie Lites

Christie Lites operates one of the largest stage lighting rental companies in North America, with offices across the United States, Canada, the United Kingdom, and Germany. With more than 35 years in business, Christie Lites serves a diverse client base spanning Trade Shows, Corporate & Special Events, Film & Television, Concert & Theatrical Touring, Education, and the Arts.

Christie Lites employs a universal team of Rental Sales Managers who serve clients on an exclusive, relationship-based model. Client assignments are not regional or market-sector based, but are formed and grown through individual relationships. This structure provides unlimited opportunity for portfolio growth, professional autonomy, and long-term career advancement.

Job Purpose

The Business Development Manager is a full-cycle, relationship-driven sales professional responsible for building, growing, and managing a personal portfolio of lighting rental clients. Success in this role requires proactively sourcing and developing new client relationships, influencing product specification, and ensuring high-quality execution through close collaboration with Christie Lites’ global support teams.

This role is designed for individuals who thrive on independence, accountability, and long-term relationship ownership.

Who This Role Is Not For

This role is not suited for candidates seeking inherited accounts, region-assigned territories, or primarily service-only account management responsibilities. Success requires proactive prospecting, relationship ownership, and personal accountability for portfolio performance.

Requirements

Key Responsibilities

1. Client Relationship Development
2. Proactively source, develop, and maintain long-term client relationships
3. Schedule and conduct regular in-person client meetings and site visits
4. Travel as needed to support clients in their working environments
5. Maintain consistent, structured communication through scheduled check-ins
6. Serve as the primary point of contact for assigned client relationships

Business Development & Product Influence

• Develop a working knowledge of Christie Lites’ lighting rental inventory and services
• Influence lighting product specification by collaborating with Lighting Designers, producers, and specifiers
• Position Christie Lites as the preferred lighting rental partner during the bid and planning phases
• Manage competitive substitutions when alternate products are initially specified
• Present rigging, labor, and support services as integrated solutions supporting lighting rentals

Portfolio & Performance Management

• Build and actively manage a personal portfolio of client relationships
• Set annual relationship-development and financial targets in collaboration with the VP of Rentals
• Identify and pursue new revenue opportunities through proactive networking and outreach
• Regularly review portfolio composition and recommend adjustments to support long-term growth
• Monitor portfolio performance, profitability, and commission reporting

Execution & Cross-Functional Collaboration

• Interface closely with Project Management to ensure accurate quoting, reservations, and execution
• Provide timely and complete information to support job planning and delivery
• Participate in post-show reviews to ensure consistent quality across equipment, labor, and execution
• Partner with internal teams to resolve challenges and identify continuous improvement opportunities
• Support Accounting with invoicing follow-up and account collection as needed

Business Model & Policy Adherence

• Promote Christie Lites’ Official Rental Product Line (ORPL)
• Strictly adhere to the One Contact – One Rep (OCOR) client management policy
• Follow established accounting, administrative, and reporting procedures
• Represent Christie Lites professionally and consistently across all client interactions

1. Industry Experience

• Multiple years of experience working in stage lighting, live events, touring, production, or related technical environments
• Strong understanding of production workflows and client dynamics

2. Relationship-Based Sales Experience

• Proven success in a relationship-driven, portfolio-owned sales role
• Demonstrated ability to self-source business, build long-term client relationships, and close deals
• Experience selling complex, service-based, or project-driven solutions

Personal Attributes for Success

• Highly relationship-oriented and client-focused
• Self-motivated, independent, and accountable
• Competitive, driven, and growth-oriented
• Comfortable with travel and irregular hours
• Confident decision-maker and closer
• Detail-oriented, especially with financial and contractual matters
• Motivated by performance-based compensation

Professional Attributes for Success

• Strong organizational and administrative skills
• Proven track record of sales success and portfolio growth
• Strategic negotiator with sound business judgment
• Collaborative problem solver who builds trust with clients and internal teams
• Comfortable operating autonomously with senior leadership support