Strategic Customer Representative

About this role

Join Our Team!

Sunbelt Rentals strives to be the customer's first choice in the equipment rental industry. From pumps to scaffolding to general construction tools, we aim to be the only call needed to outfit a job site with the proper equipment. Not only do we offer a vast fleet that ranks among the best in the industry, we pair it all with a friendly and knowledgeable staff. Our employees are our greatest asset, and although we present a comprehensive equipment offering, our expertise and service are what truly distinguish us from the competition.

We pride ourselves on investing in our workforce and offer competitive benefits, as well as extensive on-the-job training for all eligible employees.

As a highly successful national company, we are constantly looking for talented individuals to support our growth. If you are interested in pursuing a rewarding career, we invite you to review our opportunities!

Job Description Summary

Strategic Customer RepresentativeThe primary function of the Strategic Customer Representative is to increase market share within a select group of customers and high-profile job sites. This will be accomplished by increasing product awareness, efficiency of the corporate account office. Evaluate new potential customers to the program. As well as manage the corporate accounts office.

This position will also serve a mentor/liaison role in the overall go to market sales strategy for the assigned area, coordinating efforts between the PCM, DM, RSD, and RVP.

What You'll Be Selling Our Perimeter Security team provides temporary perimeter security solutions including: high security fencing, vehicle barriers, guard shacks, and other perimeter security assets for some of the country's most demanding environments, including: • Large Political Events & Conventions

• Municipality Events

• Music Festivals

• Sporting Events

• Data Centers

• Government Institutions

• High Profile Events 

• High Profile Court Cases

Backed by the national resources and capabilities of Sunbelt Rentals, our team can provide equipment, logistics, labor, installation, project management, and rapid deployment capabilities across the United States.

Key Responsibilities The Strategic Customer Representative will be responsible for: • Executing a sales strategy for the Western United States market

• Identifying and pursuing new customers and strategic opportunities

• Building long-term relationships with general contractors, security professionals, event producers, government agencies, critical infrastructure operators, data centers, venues, and other key customer segments

• Conducting customer meetings, site walks, and project discovery meetings to understand security requirements and operational challenges

• Recommending perimeter security solutions based on project requirements, site conditions, schedules, security objectives, and budget

• Preparing estimates, proposals, presentations, and scopes of work

• Managing opportunities from initial lead through contract execution and project handoff

• Maintaining an active pipeline of new and existing opportunities

• Developing relationships with architects, engineers, consultants, security integrators, and other professionals who influence project specifications

• Working closely with Perimeter Security operations, project management, logistics, and Sunbelt Rentals branches to ensure safe and successful project execution

• Maintaining communication with customers throughout the project lifecycle

• Identifying opportunities to expand existing customer relationships into additional projects, markets, and Sunbelt product offerings

• Representing Sunbelt Rentals and Perimeter Security at industry events, trade shows, customer meetings, and networking opportunities

What We're Looking For We're looking for someone who is entrepreneurial, competitive, and comfortable operating in an environment where opportunities do not always come through a traditional sales channel.  The right candidate will be able to walk onto a jobsite, into a security planning meeting, or into an executive-level customer meeting and communicate effectively with each audience. Successful candidates will demonstrate: • Strong business development and relationship-building skills

• Experience in outside sales, strategic accounts, construction, rental, security, events, infrastructure, or a related industry

• Ability to develop new business rather than rely solely on inbound leads

• Strong communication, negotiation, accounting, and presentation skills

• Ability to understand project plans, site requirements, schedules, and customer objectives

• Strong organizational and pipeline management skills

• Ability to coordinate effectively between customers, sales, and field operations

• A strong sense of urgency and personal accountability

• Willingness to travel throughout Southern California and the Western United States and to support strategic projects outside the market when required

• Commitment to safety and professional execution in the field

Preferred Experience Experience in one or more of the following areas is strongly preferred: • Temporary fencing or perimeter security

• Construction or equipment rental

• Physical security

• Critical infrastructure or data centers

• Major events, festivals, venues, or sporting events

• Government or municipal contracting

• General contracting or construction services

• Access control or vehicle mitigation systems

• Large-scale project sales

What Success Looks Like Success in this position is not measured by activity alone. The Strategic Customer Representative will be expected to build a market,   developing meaningful customer relationships, creating new opportunities, increasing utilization of our Perimeter Security fleet, and delivering profitable revenue growth.

Just as importantly, this person will work closely with operations to ensure what we sell can be executed safely, efficiently, and successfull

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