Rental Sales Representative

Rental Sales RepresentativeThe Rental Sales Representative is primarily responsible for driving rental revenue growth through disciplined prospecting, consultative selling, and active account management. This role owns the front end of the rental business by sourcing new customers, expanding existing accounts, and protecting rate integrity through value-based selling.This position is accountable for maximizing rental gross profit by increasing utilization, optimizing pricing to market demand, and managing customer driven cost variables. While the role supports select rental processing and compliance activities, the primary expectation is consistent sales execution and pipeline development.The Rental Sales Representative operates using the IMPACT Selling Methodology, applying professional preparation, structured discovery, and persistent follow up to win business in competitive markets. This role partners closely with Lease Sales Representatives to identify, qualify, and advance opportunities for Full-Service Lease, Guaranteed Maintenance, and PM Plus solutions.Key areas of responsibility include:Sales Execution and Revenue GrowthPricing, Utilization, and Gross Profit OptimizationMarket Intelligence and Competitive PositioningLead Generation for Full-Service Lease, Guaranteed Maintenance, and PM+ ProductsRental Transactions, Billing, and Compliance SupportFleet Awareness, Costs, and UptimeData Driven Decision MakingTEC Values and CultureResponsibilities include:Execute disciplined inside and outside sales activities to acquire new rental customersConduct in person and virtual discovery meetings to understand customer operating needsPresent rental solutions that align value, availability, and uptime to customer objectivesBuild and maintain a consistent rental sales pipeline through proactive prospectingProtect and grow rental rates through value based selling, not reactive discountingExpand existing accounts by increasing utilization, duration, and product penetrationMaintain a working understanding of market demand drivers and seasonal trendsUse the rental rate optimizer prior to quoting to evaluate forecasted gross profitCollaborate with regional leadership to establish and update published Card RatesApply discounts strategically and only when justified by utilization and profitability goalsDrive utilization by aligning customer demand with available rental assetsMaintain active visibility in the local market through customer and prospect engagementConduct monthly to quarterly assessments of competitor pricing, fleet mix, and availabilityMaintain competitor intelligence, turndown logs, and market data within SalesforceCommunicate market insights to regional leadership to support pricing and fleet decisionsPartner closely with Lease Sales and Contract Sales teams to uncover expansion opportunitiesIdentify rental customers with long term or recurring needs suitable for Full-Service LeaseGenerate and transition qualified leads for Guaranteed Maintenance and PM Plus productsSupport conversion of rental customers into longer term contractual relationshipsPrepare and process rental agreements, inspections, and customer documentationEnsure customers meet insurance, licensing, and credit requirements prior to deliverySupport accurate and timely rental billing on a weekly and monthly basisAssist with fuel tax documentation and mileage compliance requirementsDocument vehicle condition, customer damage, and ensure accurate rebillingMaintain awareness of rental fleet status, condition, and availability in assigned areaCoordinate with service departments to schedule maintenance and minimize downtimeFacilitate substitute vehicle placement to support rental and contract fleet uptimeReduce substitute vehicle duration through timely swaps and customer communicationEnsure damage caused by customer operation is properly documented and billedUse reporting tools and dashboards recommended by the corporate lease teamAnalyze data from Enrich, Power BI, Geo Tab, and related systems to identify opportunitiesApply insights to improve utilization, pricing discipline, cost control, and sales outcomesQualificationsEducation and/or experience equivalent to a Bachelor's Degree in Business, Management, or related field2+ years of previous sales experience preferredLeasing, rental, transportation, or service industry experience preferredEffective communication skillsFocus on the bottom lineHigh level of ethics and integrityStrong business acumenStrong process management and managing through systemsCompensationThe total pay range for this position is $74,411 to $111,617.BenefitsTEC provides our employees and their families with a full menu of health, wellness, and retirement benefits.New hires are eligible to participate in TEC Equipment's comprehensive benefits plan the first of the month following your date of hire.Choice of two comprehensive medical plan options that include prescription drug coverageChoice of two dental plans that cover preventative and diagnostic care, basic and major services, and orthodontia for childrenVision care, discounted hearing exams, and hearing aids401(k) retirement savings plan with company contributionLife, accident, and disability insuranceEmployee Assistance Program (EAP)Education assistanceSeven paid holidays, vacation accrual of at least 48 hours per year, and paid sickStatementsAll offers of employment are contingent upon successful completion of all applicable screenings.We are an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, gender identity, sexual orientation, national origin, disability status, protected veteran status, or any other characteristic protected by law.Pursuant to the San Francisco Fair Chance Ordinance and the Los Angeles Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.