Regional Lease & Rental Sales Representative

Description

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

#INDP