Outside Rental Sales Representative - Wilmington / Leland

Primary Function
The Rental Sales Representative I is responsible for growing rental market share within an assigned territory through proactive business development, exceptional customer service, project tracking, and relationship management. This role serves as the primary rental equipment resource for customers and prospects, maintaining a deep understanding of all construction, industrial, infrastructure, municipal, and commercial activity throughout the territory. The Rental Sales Representative I is expected to identify opportunities early, influence equipment decisions, develop long-term customer partnerships, and deliver solutions that drive customer success. 

Essential Duties 

Territory Management & Market Intelligence 

• Maintain comprehensive knowledge of rental opportunities, customers, contractors, and projects within the assigned territory 
• Identify current and future construction and industrial projects using market intelligence tools, industry resources, networking, and customer relationships 
• Understand project schedules, key contractors, and anticipated equipment needs 
• Establish Gregory Poole as the preferred rental partner throughout the territory 
• Maintain accurate customer, prospect, project, and sales activity records in CRM 

Jobsite Development & Project Tracking 

• Regularly visit active and future jobsites to identify opportunities and build relationships with project managers, superintendents, equipment managers, and field personnel 
• Track projects from pre-construction and bidding through startup and completion, including schedules, contractor involvement, and equipment requirements 
• Maintain ongoing communication with contractors to anticipate rental needs, identify additional opportunities, and ensure customer satisfaction 
• Utilize Dodge Construction Network, customer relationships, and industry networking to identify and pursue future projects 

Existing Customer Growth & Retention 

• Develop and strengthen customer relationships through consistent in-person, phone, and digital engagement 
• Serve as a trusted advisor by providing equipment solutions, expertise, and responsive support 
• Regularly review customer accounts and open rentals to identify needs, resolve issues, and uncover growth opportunities 
• Deliver a high level of customer service that strengthens retention and maximizes customer value 

New Business Development 

• Aggressively prospect for and acquire new customers within the territory, including contractors, industrial customers, municipalities, and other businesses 
• Build a diverse customer portfolio and consistently grow rental revenue and market share 
• Maintain prospecting activities, opportunities, and qualified leads in CRM 

Accounts Receivable & Credit Management 

• Actively support collections and credit management to protect company assets and minimize financial risk 
• Regularly review aging and contact customers regarding outstanding invoices or payment concerns 
• Partner with operations, branch management, and credit personnel to resolve issues and support equipment recovery when necessary 

Used Equipment Sales 

• Promote available used equipment and identify sales opportunities beyond rental transactions 
• Collaborate with sales representatives across Gregory Poole divisions to provide broader customer solutions 
• Share and document qualified sales leads through CRM 

Collaboration & Teamwork 

• Partner with operations, customer service, service, parts, credit, management, and other Gregory Poole divisions to deliver complete customer solutions 
• Collaborate with peers and other CAT dealers when appropriate to support customers and secure business 
• Contribute to team goals, revenue growth, and overall company success 

Minimum Requirements

Education

Bachelor’s degree in Business, Marketing, Construction Management, or a related field; or equivalent combination of education and relevant sales experience.  

Work Experience 

• 1-3+ years of sales, business development, construction, equipment rental, industrial sales, or related experience.  

Physical 

• Daily travel throughout assigned territory.  
• Frequent visits to active construction and industrial jobsites.  
• Ability to safely access jobsites and operate in outdoor environments.  
• Ability to sit, stand, walk, climb, and drive for extended periods.   

Other 

• Equipment rental, construction equipment, heavy equipment, industrial equipment, or contractor sales experience is preferred.  
• Experience working with CRM systems is preferred.  
• Knowledge of construction and industrial markets is preferred.  
• Good understanding of project bidding processes and contractor operations is preferred. 
• Ability to communicate effectively with customers, contractors, and employees in various settings. 
• Ability to collaborate across multiple departments to provide an exceptional customer experience.