Regional Lease & Rental Sales Representative

Pace Transportation•Byron Center, MI

10d•$80,000 - $80,000

About The Position

The Regional Lease & Rental Sales Representative drives revenue growth by leasing and renting trailers and related equipment across an assigned multi-location territory. The role develops new customer relationships, expands existing accounts, and manages the full sales lifecycle from prospecting and quoting through contract execution and ongoing customer support. It calls for knowledge of transportation operations, fleet utilization, pricing strategy, and customer service, with an 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.
Proven track record of meeting or exceeding sales, utilization, and margin targets.
Experience managing the full sales lifecycle, including prospecting and pipeline development, proposal preparation and pricing, contract negotiation and execution, and 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 such as Salesforce or similar, and Microsoft Office applications including Excel, PowerPoint, and Outlook.
Valid driver’s license and ability to travel within the assigned territory, including customer visits, ride-alongs, and site assessments.
Ability to travel to customer locations, terminals, yards, and job sites.
Ability to sit for extended periods 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 with uneven surfaces or varying weather conditions.
Ability to occasionally lift or carry up to 25 pounds.
Ability to communicate verbally and in writing with customers, coworkers, and leadership.
Ability to use standard office equipment, including computers, phones, and tablets, for documentation and reporting.

Nice To Haves

Sales experience in equipment leasing or rentals.
Sales experience in transportation, trucking, or fleet services.
Sales experience in capital equipment or asset-based sales.

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 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.
Perform other duties as assigned.