Lighting Rentals Relationship Manager

Christie Lites; United States; On-site; USD 70,000 - 110,000; Full time

Job summary

Christie Lites, a leading stage lighting rental company in North America, is seeking a Rental Rep to build strategic client relationships and drive partnerships through high-quality service and expert product knowledge.

You will travel to meet clients, influence product specifications, and manage a portfolio to meet annual targets, while coordinating with project management and other departments to ensure flawless show delivery and client satisfaction.

Qualifications

• Build long-term client relationships with strategic focus.
• Influence product specifications with designers and bids.
• Set and pursue annual relationship and financial targets.
• Review portfolio performance and identify growth opportunities.
• Collaborate with PM and accounting to ensure smooth show execution.

Responsibilities

• Engages in client relationship building.
• Influences product specification.
• Sets goals and manages portfolio.
• Monitors portfolio performance.
• Interfaces with Project Management to ensure high-quality job execution.
• Supports and promotes Christie Lites policies and business model.
• Works independently with regular interaction and support from VP Rentals.

Skills

Client relationship building

Influences product specification

Portfolio management

Travel

Show reports

Job description

Job Description

We are a singularly focused business with a mission to be the highest value provider of stage lighting services in the global marketplace.

Job Purpose

To forge solid, strategic relationships with our clients and create a customer connection that can withstand the inevitable pressures, mishaps and confusion that can be a part of day-to-day business. Rental Reps develop an intellectual and emotional bond to support partnership, trust and confidence for our clients.

Responsibilities

1. Engages in client relationship building.
2. Influences product specification.
3. Sets goals and manages portfolio.
4. Monitors portfolio performance.
5. Interfaces with Project Management to ensure high-quality job execution.
6. Supports and promotes CL policies, procedures, and business model.
7. Works independently with regular interaction and support from VP Rentals.

1. Engages in Client Relationship Building by:

• Being proactive with arranging in-person appointments with clients.
• Traveling to meet clients whenever necessary.
• Being present on job sites as needed.
• Ensuring regular communication with clients through scheduled check-ins.

2. Influences Product Specification by:

• Developing a strong technical understanding of Christie Lites products.
• Working with Lighting Designers and specifiers such that Christie Lites products are requested at time of bid.
• Managing effective substitutions with Christie Lites products when competing products are first requested.

3. Sets Goals and Manages Portfolio by:

• Setting annual client relationship development targets in conjunction with VP Rentals.
• Setting annual financial targets in conjunction with VP Rentals.
• Developing and actively pursuing an industry network to support portfolio growth.
• Identifying existing & future client opportunities to be proactively pursued.
• Reviewing existing portfolio and culling or reassigning clients for best long-term results.

4. Monitors Portfolio Performance by:

• Reviewing quarterly commission reports in conjunction with management.
• Identifying issues which are hindering higher performance (profitability).
• Seeking out revenue growth opportunities which address benchmark target performance.
• Reviewing formal and informal show reports to ensure consistent and increasing quality of show delivery and execution – in all areas including equipment, labor, etc.
• Taking steps to resolve problems using individual business tools and/or working with other
• CL team members and departments to find creative business solutions.

5. Interfaces with Project Management to Ensure High-Quality Job Execution by:

• Delivering timely data to Project Managers for all rental quotes, reservations, and orders.
• Following up to ensure appropriate details are communicated for each rental order – before, during and after each job.
• Supporting the Accounting department in the timely invoicing and collection of accounts.
• Communicating with Project Manager to engage support departments as required.

6. Supports and Promotes CL Policies, Procedures, and Business Model by:

• Promoting Official Rental Product Line (ORPL) at all opportunities.
• Managing strict adherence to One Contact – One Rep (OCOR) client management policy.
• Following strict observance of accounting and administrative deadlines and protocols.

7. Works Independently with Regular Interaction and Support from VP Rentals by:

• Remaining independently focused on established goals.
• Engaging in consistent proactive daily business practices.
• Delegating non-Account Rep work (such as data entry) to the appropriate department.
• Communicating questions, issues, and strategies with the National Rentals Manager and proactively seeking support whenever needed.
• Calling upon other management departments for further support as needed.

Essential Attributes for Success in the Role

Personal Attributes

• Relationship oriented.
• Decisive.
• Results and success driven.
• Hungry and competitive.
• Self-starter.
• Comfortable with travel.
• Are ‘closers.’
• Pay close attention to details, especially financial ones.
• Seek high levels of compensation.

Professional Attributes

• Strong administration and organizational skills.
• Proven track record of success.
• Proven negotiator with a strategic business sense and an ability to close deals.
• Problem solver, attentive to client needs and builds relationships.

Additional Information

Christie Lites operates one of the largest stage lighting rental companies in North America, with offices in multiple cities across the United States, Canada, United Kingdom, and Germany. The company has been in operation for over 35 years and boasts a client base of some of the most respected names in many wide-ranging industries. Christie Lites serves various market sectors including Trade Shows; Corporate & Special Events; Film & Television; Concert & Theatrical Touring; Education and the Arts.

Christie Lites employs a "universal" team of Rental Reps serving clients on an exclusive interpersonal basis. Rental opportunities and client assignments are not done on a regional or market sector basis but are based solely on individual relationships. This allows CL Reps virtually unlimited opportunity for portfolio advancement and career growth.

CL Rental Reps are independent and experienced industry professionals with multiple years working in stage lighting or other production areas. A successful Rental Rep combines a passion for the entertainment lighting industry with a competitive and creative business sense. A focus on quality execution of rental opportunities is necessary and the ability to work with an extended international team of support staff is required. Self-direction and long hours are the keys to growth within this environment.

Above all, CL Rental Reps place their clients at the very highest point of importance and focus on long-term relationships with a maximum of mutual benefit and trust. There must be a willingness to travel and to work regularly with clients in their own environment.