Job Overview
The Regional Lease & Rental Sales Representative is responsible for driving revenue growth through the leasing and rental of trailers and related equipment across an assigned multi-location territory. This role focuses on developing new customer relationships, expanding existing accounts, and managing the full sales lifecycle-from prospecting and quoting through contract execution and ongoing customer support.
This position requires a strong understanding of transportation operations, fleet utilization, pricing strategy, and customer service, with a heavy emphasis on consultative selling and long-term account development.
Core Functions
- Develop and execute a regional sales strategy to grow lease and rental revenue within the assigned territory
- Prospect and acquire new customers, including local fleets, regional carriers, and national accounts
- Expand wallet share within existing accounts by identifying additional leasing and rental opportunities
- Meet or exceed assigned sales, utilization, and margin targets
- Serve as the primary point of contact for assigned lease and rental customers
- Build long-term partnerships by understanding customer operational needs, fleet cycles, and capacity demands
- Conduct regular customer visits, ride-alongs, and site assessments as needed
- Respond promptly and professionally to customer inquiries, issues, and service needs
- Prepare and present lease and rental proposals in accordance with company pricing, margin, and approval guidelines
- Negotiate contract terms within established authority levels
- Coordinate contract execution, renewals, extensions, and terminations
- Maintain accurate documentation of all sales activity, pricing, and agreements
- Collaborate with operations, service, fleet, and asset management teams to ensure equipment availability and readiness
- Communicate customer expectations clearly to internal stakeholders
- Partner with billing and administration teams to ensure accurate invoicing and contract compliance
- Monitor market trends, competitor activity, and customer demand within the region
- Track sales pipeline, utilization rates, and revenue performance
- Provide regular sales forecasts, activity reports, and account updates to leadership
- Other duties as assigned.
Competencies and Qualifications
- Bachelor's degree in Business, Sales, Marketing, Transportation, Logistics, or a related field or equivalent industry experience
- 3-7 years of sales experience, preferably in:
- Equipment leasing or rentals
- Transportation, trucking, or fleet services
- Capital equipment or asset-based sales
- Proven track record of meeting or exceeding sales, utilization, and margin targets
- Experience managing a full sales lifecycle, including:
- Prospecting and pipeline development
- Proposal preparation and pricing
- Contract negotiation and execution
- Renewals, extensions, and upsell activity
- Strong understanding of lease and rental structures, pricing models, and margin management
- Ability to analyze customer fleet needs, utilization patterns, and capacity cycles
- Proficiency with CRM systems (Salesforce or similar) and Microsoft Office (Excel, PowerPoint, Outlook)
- Valid driver's license and ability to travel within assigned territory (including customer visits, ride-alongs, and site assessments)
Physical Requirements
- Ability to travel within the assigned territory, including driving to customer locations, terminals, yards, and job sites
- Ability to sit for extended periods of time while driving or working at a computer
- Ability to stand and walk for moderate periods during customer visits, ride-alongs, site assessments, and facility tours
- Ability to enter and exit vehicles, including trucks or other fleet equipment, during ride-alongs or inspections
- Ability to navigate industrial environments, including service shops, fleet yards, and outdoor locations that may involve uneven surfaces or varying weather conditions
- Ability to occasionally lift or carry up to 25 pounds, such as presentation materials, sample documents, or personal equipment
- Ability to communicate verbally and in writing to interact effectively with customers, coworkers, and leadership
- Ability to use standard office equipment, including computers, phones, and tablets, for documentation and reporting
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