Strategic Customer Representative

Sunbelt Rentals•Costa Mesa, CA

1d•Hybrid

About The Position

The 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. 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.

Requirements

Entrepreneurial, competitive, and comfortable operating in an environment where opportunities do not always come through a traditional sales channel.
Ability to walk onto a jobsite, into a security planning meeting, or into an executive-level customer meeting and communicate effectively with each audience.
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
Minimum 4 years of previous sales management experience.
Customer service experience required.
Knowledge of different phases of construction, equipment applications, features, benefits, operation, and specifications required.
Computer literate, including Windows, Adobe Acrobat, and the Microsoft Office suite of products

Nice To Haves

Experience in temporary fencing or perimeter security
Experience in construction or equipment rental
Experience in physical security
Experience in critical infrastructure or data centers
Experience in major events, festivals, venues, or sporting events
Experience in government or municipal contracting
Experience in general contracting or construction services
Experience in access control or vehicle mitigation systems
Experience in large-scale project sales

Responsibilities

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