Specialty & Industrial Rental Sales Rep

Western States Careers•Meridian, ID

18h

About The Position

Western States has a long legacy of providing quality equipment and excellent service to customers. Since 1956, our vision is to make our communities stronger, cleaner, and more productive, not just with our products and service – but through our people. We are committed to: The Power of our Purpose: “Building our Communities for a Better Tomorrow” Performance through our Values: SAFETY, EXCELLENCE, TEAMWORK, INTEGRITY, ACCOUNTABLITY, and INNOVATION Customer and Employee Care Commitments: Conveying Warm and Empathy, Actively Listening, Building Trust, and Saying Thank You The Specialty & Industrial Rental Representative is responsible for driving revenue growth through two primary areas of focus. First, the role supports customers who routinely rely on specialty equipment for ongoing and projectâbased work, providing solutions that include pumps, power, HVAC, trench safety, and other specialty rental offerings. Second, the representative maintains a strategic focus on the facilities industry, delivering both specialty and general rental equipment to support shutdowns, maintenance, expansions, and operational projects. Across both responsibilities, the representative serves as a trusted advisor, aligning equipment solutions with customer needs to improve safety, efficiency, and project outcomes.

Requirements

THINK-ACT-BE SAFE - At Western States, we empower every employee, every day to work and promote a safe environment to ensure all employees, vendors, and clients have a safe work environment while adhering to all applicable procedures and standards. This includes maintaining clean/clutter free personal work areas and wearing the required personal protective equipment (PPE) as identified in safety policy.
Strong technical aptitude for specialty equipment (pumps, power, HVAC, trench safety, etc.).
Excellent communication, negotiation, and presentation skills.
Ability to manage multiple projects and priorities in a fast-paced environment.
Ability to quickly identify problems, approach work from a solutions-based focus, and develop creative solutions to complex issues.
Proven competence in the sales profession: personal disciplines, relationship skills, strategic selling, and tactical selling
Proven track record of achieving sales targets and building long-term customer relationships.
Demonstrated experience and knowledge of sales skills necessary to exceed in the industrial facilities.
Must be able to prioritize, schedule, and travel as needed by the industrial facilities.
Drive and maintain company vehicle.
Must be a self-starter and able to work without supervision.
Consistent attendance.
Proof of high school diploma or General Education Degree (GED) required.
Minimum of three years rental sales or related field required, industrial or specialty equipment experience preferred.
Advanced knowledge in the use and operation of aerial, all other allied, and light construction equipment required.
Must be able to communicate (speak, read, comprehend, write in English).
Valid Driver’s License and acceptable driving record required.
Must be able to stand for long periods of time along with walking, sitting, climbing stairs, reaching pushing, pulling, leaning and twisting.
Able to lift up to 60 lbs. in accordance with Western States’ Lifting Safe Work Practice to include amount and approach.
Must be able to meet all safety requirements for applicable safety policies.

Nice To Haves

Bachelor’s degree (or equivalent experience) in Business, Engineering, or related field preferred.

Responsibilities

Proactively identifies, targets, and develops relationships with industrial facilities, including manufacturing plants, processing facilities, utilities, refineries, distribution centers, schools, airports, etc
Serves as a primary rental partner for ongoing plant operations, maintenance activities, shutdowns, and turnarounds
Sells solutionâbased rental packages, not just individual specialty items.
Identifies and pursues new business opportunities within industrial and specialty markets.
Develops and maintains strong relationships with key accounts, project managers, and procurement teams.
Prepares and delivers proposals, quotes, and presentations tailored to customer needs.
Actively gathers and analyzes market intelligence within the assigned territory to identify growth opportunities.
Assesses customer requirements and recommends appropriate rental solutions.
Collaborates with technical specialists to design custom solutions for complex projects.
Ensures timely delivery, setup, and support for specialty equipment.
Provides exceptional customer service to CAT Rentals customers, which can include after hours and weekends, as needed.
Contacts prospective customers by phone and in person to determine customer needs, present product information, and explain available services.
Manages existing accounts to maximize revenue and customer satisfaction.
Conducts regular site visits and project reviews to identify additional rental opportunities.
Resolves customer issues promptly and professionally.
Negotiates rental rates and pricing according to rental processes and procedures to achieve CAT Rentals’ desired market share and profitability with little supervision.
Utilizes software programs, including Microsoft AX, to communicate interdepartmentally, manage accounts, schedule daily appointments, and manage assigned clientele in your territory.
Utilizes efficient and creative ideas to propose rental business within industrial facilities.
Effectively coordinates with the industrial facility managers, subcontractors, and CAT Rentals to safely and efficiently provide rental equipment to the industrial facility.
Works closely with operating teams to ensure equipment availability and readiness.
Monitors project timelines and coordinate logistics for equipment delivery and pickup.
Stays informed about industry trends, competitor offerings, and emerging technologies.
Provides feedback to management on market conditions and customer needs and shares actionable market insights with branch leadership, operations, and management to support pricing decisions, fleet planning, and sales strategy
Utilizes certification in order to train operators and train-the-trainer for both aerial and reach forklift as needed by the clients.
Anticipates changes in market conditions and proactively position rental solutions ahead of competitors
Monitors local industrial and construction activity such as plant outages, shutdowns, turnarounds, capital projects, and infrastructure work