Rental Rep

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

• Engages in client relationship building.
• Influences product specification.
• Set goals and manage portfolio.
• Monitors portfolio performance.
• Interfaces with Project Management to ensure high-quality job execution.
• Supports and promotes CL policies, procedures, and business models.
• 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 the time of bid.

• Managing effective substitutions with Christie Lites products when competing products are first requested.

3. Set goals and manage 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 that are hindering higher performance (profitability).

• Seeking out revenue growth opportunities that 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.

6. Supports and promotes CL policies, procedures, and business models by:

• Promoting the 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.

• 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.