Rental Sales Representative
TEC Equipment
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Benefits offered by this job
Job summary
TEC Equipment is seeking a Rental Sales Representative to drive revenue growth in the rental segment and manage a frontline pipeline across our California market. The role focuses on prospecting new customers, expanding existing accounts, and maintaining rate integrity through value-based selling.
The successful candidate will maximize gross profit by optimizing utilization, negotiating pricing, and aligning with regional leadership on card rates and market trends.
Qualifications
- Education and/or experience equivalent to a Bachelor’s Degree in Business, Management, or related field.
- 2+ years of previous sales experience preferred.
- Leasing, rental, transportation, or service industry experience preferred.
- Effective communication skills.
- Focus on the bottom line.
- High level of ethics and integrity.
- Strong business acumen.
- Strong process management and managing through systems.
Responsibilities
- Execute disciplined inside and outside sales activities to acquire new rental customers.
- Conduct in person and virtual discovery meetings to understand customer operating needs.
- Present rental solutions that align value, availability, and uptime to customer objectives.
- Build and maintain a consistent rental sales pipeline through proactive prospecting.
- Protect and grow rental rates through value based selling, not reactive discounting.
- Expand existing accounts by increasing utilization, duration, and product penetration.
- Maintain working understanding of market demand drivers and seasonal trends.
- Coordinate with service departments to schedule maintenance and minimize downtime.
Skills
Education
Job description
Headquartered in Portland, Oregon, TEC has 30+ locations from Seattle to San Diego to the Midwest, serving thousands of customers across Washington, Oregon, California, Nevada, Arizona, Nebraska, Iowa and South Dakota.
Headquartered in Portland, Oregon, TEC has 30+ locations from Seattle to San Diego to the Midwest, serving thousands of customers across Washington, Oregon, California, Nevada, Arizona, Nebraska, Iowa and South Dakota. TEC Equipment features Mack and Volvo heavy-duty trucks, Hino and Isuzu medium duty trucks, Stoughton trailers and Cottrell auto transport trailers. We offer a large and desirable inventory of new Mack and Volvo heavy-duty trucks and all makes of used trucks. Our full-service line-up also features quality parts, state-of-the-art service, collision centers and fuel, leasing/rental, financing, and insurance. Our locations are authorized service centers for Mack, Volvo, Cummins, Meritor, Eaton and Fuller warranties. TEC truly offers the convenience of one-stop shopping for all trucking-related needs.
The 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.
- Sales Execution and Revenue Growth
- Pricing, Utilization, and Gross Profit Optimization
- Market Intelligence and Competitive Positioning
- Lead Generation for Full-Service Lease, Guaranteed Maintenance, and PM+ Products
- Rental Transactions, Billing, and Compliance Support
- Fleet Awareness, Costs, and Uptime
- Data Driven Decision Making
- TEC Values and Culture
- Execute disciplined inside and outside sales activities to acquire new rental customers
- Conduct in person and virtual discovery meetings to understand customer operating needs
- Present rental solutions that align value, availability, and uptime to customer objectives
- Build and maintain a consistent rental sales pipeline through proactive prospecting
- Protect and grow rental rates through value based selling, not reactive discounting
- Expand existing accounts by increasing utilization, duration, and product penetration
- Maintain a working understanding of market demand drivers and seasonal trends
- Use the rental rate optimizer prior to quoting to evaluate forecasted gross profit
- Collaborate with regional leadership to establish and update published Card Rates
- Apply discounts strategically and only when justified by utilization and profitability goals
- Drive utilization by aligning customer demand with available rental assets
- Maintain active visibility in the local market through customer and prospect engagement
- Conduct monthly to quarterly assessments of competitor pricing, fleet mix, and availability
- Maintain competitor intelligence, turndown logs, and market data within Salesforce
- Communicate market insights to regional leadership to support pricing and fleet decisions
- Partner closely with Lease Sales and Contract Sales teams to uncover expansion opportunities
- Identify rental customers with long term or recurring needs suitable for Full-Service Lease
- Generate and transition qualified leads for Guaranteed Maintenance and PM Plus products
- Support conversion of rental customers into longer term contractual relationships
- Prepare and process rental agreements, inspections, and customer documentation
- Ensure customers meet insurance, licensing, and credit requirements prior to delivery
- Support accurate and timely rental billing on a weekly and monthly basis
- Assist with fuel tax documentation and mileage compliance requirements
- Document vehicle condition, customer damage, and ensure accurate rebilling
- Maintain awareness of rental fleet status, condition, and availability in assigned area
- Coordinate with service departments to schedule maintenance and minimize downtime
- Facilitate substitute vehicle placement to support rental and contract fleet uptime
- Reduce substitute vehicle duration through timely swaps and customer communication
- Ensure damage caused by customer operation is properly documented and billed
- Use reporting tools and dashboards recommended by the corporate lease team
- Analyze data from Enrich, Power BI, Geo Tab, and related systems to identify opportunities
- Apply insights to improve utilization, pricing discipline, cost control, and sales outcomes
- Education and/or experience equivalent to a Bachelor’s Degree in Business, Management, or related field
- 2+ years of previous sales experience preferred
- Leasing, rental, transportation, or service industry experience preferred
- Effective communication skills
- Focus on the bottom line
- High level of ethics and integrity
- Strong business acumen
- Strong process management and managing through systems
The total pay range for this position is $74,411 to $93,014.
TEC 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 coverage
- Choice of two dental plans that cover preventative and diagnostic care, basic and major services, and orthodontia for children
- Vision care, discounted hearing exams, and hearing aids
- 401(k) retirement savings plan with company contribution
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