Rental Sales & Business Development Manager

JA Riggs Tractor Company•Little Rock, AR

18h

About The Position

The Rental Sales & Business Development Manager is responsible for architecting and advancing the commercial growth strategy of the rental business. This role focuses on enterprise-level performance design, revenue optimization, market intelligence, and cross-functional initiative leadership. This role serves as the strategic hub between Sales, Operations, and Marketing, — ensuring the rental business has a clearly defined growth roadmap supported by data, process clarity, and measurable outcomes. What you'll do: Enterprise Growth & Commercial Strategy ? Develop and refine the multi-year rental growth roadmap aligned with company objectives. ? Define commercial priorities by market, segment, and product category (CAT, Allied, Specialty, etc.). ? Evaluate new revenue streams, vertical opportunities, and market expansion strategies. ? Design go-to-market frameworks for new fleet introductions, channel initiatives, and pricing structures. ? Establish rate realization and margin improvement strategies in partnership with Sales leadership. This role defines strategy and economic targets; field leaders execute against them. Performance Architecture & Analytics ? Own the enterprise rental KPI framework and performance definitions. ? Design dashboards and reporting cadences for executive visibility. ? Identify systemic performance gaps across markets and segments. ? Conduct root-cause analysis at a structural level (pricing model, fleet mix, channel coverage, capital allocation). ? Recommend enterprise-level adjustments to improve ROI, contribution margin, and capital productivity. This role analyzes and recommends. Operations managers implement and manage local accountability. Fleet Economics & Capital Effectiveness ? Partner with Fleet and Finance to optimize OEC deployment and capital allocation strategy. ? Evaluate lifecycle economics, asset mix strategy, and ROI thresholds. ? Develop business cases for fleet expansion, repositioning, or retirement. ? Align demand forecasting with strategic fleet planning. Market Intelligence & Competitive Positioning ? Maintain awareness of competitor fleet strategy, pricing trends, and market share shifts. ? Translate voice-of-client insights into commercial or structural recommendations. ? Partner with Marketing on positioning, segmentation, and promotional effectiveness. Program & Initiative Leadership ? Lead high-impact enterprise initiatives (pricing optimization, digital channel expansion, vertical strategy, etc.). ? Define scope, success metrics, timelines, and cross-functional dependencies. ? Support change enablement by providing frameworks, communication tools, and adoption tracking. This role leads strategic initiatives — it does not manage store-level personnel or daily operational workflow.

Requirements

5–10+ years in commercial strategy, business development, sales operations, fleet strategy, or performance analytics.
Demonstrated experience influencing cross-functional teams without direct authority.
Strong financial acumen (ROI modeling, contribution margin analysis, capital productivity).
Proven ability to lead enterprise initiatives from concept to measurable impact.
Bachelor’s degree in business, Operations, Supply Chain, Engineering, or related field
Proficiency with BI/analytics tools (Power BI/Tableau), CRM (Dynamics/Salesforce), and Excel/PowerPoint.

Nice To Haves

Heavy equipment, rental, distribution, or industrial B2B experience.
MBA or advanced analytical training.

Responsibilities

Develop and refine the multi-year rental growth roadmap aligned with company objectives.
Define commercial priorities by market, segment, and product category (CAT, Allied, Specialty, etc.).
Evaluate new revenue streams, vertical opportunities, and market expansion strategies.
Design go-to-market frameworks for new fleet introductions, channel initiatives, and pricing structures.
Establish rate realization and margin improvement strategies in partnership with Sales leadership.
Own the enterprise rental KPI framework and performance definitions.
Design dashboards and reporting cadences for executive visibility.
Identify systemic performance gaps across markets and segments.
Conduct root-cause analysis at a structural level (pricing model, fleet mix, channel coverage, capital allocation).
Recommend enterprise-level adjustments to improve ROI, contribution margin, and capital productivity.
Partner with Fleet and Finance to optimize OEC deployment and capital allocation strategy.
Evaluate lifecycle economics, asset mix strategy, and ROI thresholds.
Develop business cases for fleet expansion, repositioning, or retirement.
Align demand forecasting with strategic fleet planning.
Maintain awareness of competitor fleet strategy, pricing trends, and market share shifts.
Translate voice-of-client insights into commercial or structural recommendations.
Partner with Marketing on positioning, segmentation, and promotional effectiveness.
Lead high-impact enterprise initiatives (pricing optimization, digital channel expansion, vertical strategy, etc.).
Define scope, success metrics, timelines, and cross-functional dependencies.
Support change enablement by providing frameworks, communication tools, and adoption tracking.