Regional Lease & Rental Sales Representative

Pace Transportation Services•Byron Center, MI

23h

About The Position

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.

Requirements

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)
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

Responsibilities

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.