VICE PRESIDENT, CONTRACTOR SOLUTIONS

Sunstate Equipment Co., LLC•Conley, GA

About The Position

The Vice President, Contractor Solutions is responsible for building and scaling high-ROIC growth initiatives that expand Sunstate’s value proposition beyond traditional equipment rental. The role will create the strategy, operating model, business case, field playbooks, supplier approach, branch execution standards, training, KPI reporting, and rollout plans for the Contractor Solutions business lines: (i) Small Equipment, (ii) Contractor Supplies/Consumables, (iii) Third-Party Maintenance, (iv) Safety Training, and (v) Spare Parts Sales. This role is designed to build a scalable Contractor Solutions platform across the Contractor Solutions business lines that helps Sunstate capture more share-of-wallet from small and mid-sized contractors, walk-in trade customers, and existing rental customers, while creating additional high-return revenue streams that leverage Sunstate’s existing branch network, technicians, fleet knowledge, customer relationships, and operating infrastructure. The Vice President will work closely with Regional leadership, Branch leadership, Sales, Operations, Fleet, Procurement, Safety, Marketing, Finance, BI, IT, and The Sunstate Advantage team to develop, pilot, launch, and scale these initiatives across the Contractor Solutions business lines. The successful candidate will combine commercial leadership, equipment rental expertise, operational discipline, customer-focused innovation, field credibility, and strong execution capability. This person must be able to build new business lines from concept to implementation, influence through dotted-line leadership, and create practical solutions that the field can execute consistently.

Requirements

Bachelor’s degree in Business, Operations, Finance, Engineering, Supply Chain, Construction Management, or related field.
Ten or more years of progressive leadership experience in equipment rental, contractor services, industrial distribution, construction services, equipment maintenance, parts, service, or related industries.
Experience building, scaling, or improving multi-location business initiatives.
Strong understanding of equipment rental operations, branch operations, sales execution, customer service, fleet productivity, and field adoption.
Demonstrated ability to lead through influence in a decentralized operating environment.
Strong financial acumen, including revenue growth, EBITDA, gross margin, working capital, ROIC, ROCA, and business case development.
Experience developing operating plans, rollout plans, KPIs, and performance management routines.
Strong project management and implementation capability.
Ability to translate strategy into practical field execution.
Exceptional leadership, communication, organizational, and problem-solving skills.
Ability to work effectively with regional leaders, branch teams, sales teams, operations teams, procurement, finance, BI, safety, IT, and marketing.

Responsibilities

Develop and execute a multi-year vision and growth strategy for Sunstate’s Contractor Solutions platform.
Establish annual operating plans, business objectives, growth initiatives, and performance expectations.
Identify opportunities to expand customer relationships and increase customer share-of-wallet through integrated contractor-focused solutions.
Evaluate new service offerings, business opportunities, strategic partnerships, acquisitions, distribution relationships, and adjacent markets.
Develop business cases and investment recommendations supporting growth initiatives.
Partner with the SVP, Business Services on strategic priorities, capital allocation decisions, and long-term business planning.
Build scalable business models capable of supporting sustainable growth across multiple business lines.
Ensure all Contractor Solutions business lines operate under a unified strategy focused on customer productivity, customer retention, recurring revenue growth, operational excellence, and ROIC improvement.
Develop and execute strategies that integrate Contractor-Focused Small Equipment Rental, Contractor Supply Sales, Customer Fleet Services and Parts Solutions, Safety Training, and Workforce Development into a unified customer solution.
Increase adoption of multiple Contractor Solutions offerings across Sunstate’s customer base.
Improve customer retention, customer lifetime value, and share-of-wallet growth through integrated solutions.
Develop programs that strengthen long-term customer relationships and increase recurring revenue.
Promote collaboration across Contractor Solutions business lines to deliver a seamless customer experience.
Establish performance metrics and management systems that drive accountability and measurable results.
Create financial, operational, and customer-focused KPI dashboards across all Contractor Solutions business lines.
Monitor revenue growth, profitability, utilization, inventory productivity, customer retention, recurring revenue performance, and operational effectiveness.
Develop and implement actions that improve operating performance, customer experience, and financial returns.
Ensure consistent operating standards and execution across all locations supporting Contractor Solutions.
Partner with The Sunstate Advantage team to support implementation of approved process improvements, operating standards, and continuous improvement initiatives.
Develop operational playbooks, standard operating procedures, and scalable business processes that can be deployed consistently across Sunstate’s footprint.
Maintain a significant field presence across Sunstate branches, regional operations, customer locations, and service facilities.
Partner with Regional Vice Presidents, District Managers, Branch Managers, and Sales Leaders to identify growth opportunities and operational barriers.
Lead implementation of new Contractor Solutions initiatives from pilot stage through enterprise rollout.
Support branch-level execution through training, coaching, problem solving, and operational support.
Work directly with field teams to optimize inventory deployment, fleet utilization, merchandising strategies, service delivery models, and customer engagement.
Ensure Contractor Solutions initiatives are practical, scalable, and operationally sustainable within Sunstate’s branch structure.
Support go-to-market strategies, sales enablement programs, and field training initiatives that improve adoption and execution.
Serve as a visible field leader and advocate for operational excellence throughout the organization.
Provide leadership for Sunstate’s contractor-focused small equipment rental business operated primarily through the general rental branch network.
Develop strategies that increase revenue, utilization, profitability, customer penetration, market share, dollar utilization, and ROIC.
Define the small equipment categories Sunstate should prioritize and clarify where Sunstate should not play.
Develop the target fleet portfolio by branch, region, market, and customer segment.
Improve branch-level visibility, merchandising, and availability of small equipment.
Enhance contractor productivity through improved equipment availability, convenience, branch execution, transaction speed, and customer service.
Evaluate fleet composition, category performance, customer demand trends, and equipment productivity.
Recommend fleet investments and fleet optimization strategies that improve return on invested capital and return on controllable assets.
Partner with Operations and Fleet teams to improve fleet deployment, readiness standards, utilization, service responsiveness, and overall customer experience.
Build category-level performance reporting around revenue, utilization, dollar utilization, yield, repair cost, lost rents, availability, and ROIC.
Develop and execute strategies that expand contractor supply revenue and profitability.
Define the core consumables assortment that should be available across branches, with regional add-ons based on local trade mix, climate, jobsite conditions, and customer demand.
Limit SKU complexity to avoid dead inventory and operational burden.
Build a disciplined category-management model for consumables, accessories, PPE, safety products, blades, bits, hoses, oils, jobsite supplies, and equipment-related consumables.
Establish merchandising standards for counter displays, in-store racks, signage, branch layout, and customer presentation.
Design attachment-selling programs that connect rentals with relevant consumables, such as concrete saws with diamond blades, compressors with hoses and fittings, lifts with harnesses, compactors with fuel and oil, and drills with bits.
Partner with Procurement to select suppliers, negotiate terms, define replenishment models, and ensure product availability.
Partner with IT and Finance to support cash sales, counter sales, invoicing, inventory control, and point-of-sale requirements.
Partner with Marketing to create branch signage, customer awareness materials, launch campaigns, and sales enablement content.
Develop inventory productivity standards, margin targets, replenishment processes, and shrinkage controls.
Create KPI reporting for consumables sales, margin, sales per contract, sales per rental dollar, inventory turns, attachment rate, and branch participation.
Build a scalable program that is contractor-focused and job-critical, without trying to turn branches into hardware stores.
Lead the development and expansion of customer-owned equipment maintenance, inspection, repair, parts sales, and support programs.
Build service offerings for customer-owned construction equipment, regardless of whether the equipment was originally purchased from Sunstate.
Develop recurring maintenance offerings that create long-term customer relationships and predictable revenue streams.
Develop preventive maintenance packages, inspection and compliance services, shop repair, and field repair capabilities where practical.
Expand service solutions focused on equipment uptime, reliability, lifecycle management, compliance, operational efficiency, and asset performance.
Establish service standards, technician productivity expectations, customer responsiveness metrics, service-level expectations, and operational best practices.
Create standard service packages, customer commitments, pricing requirements, and service delivery models.
Partner with Operations and Service leadership to understand technician capacity, branch readiness, service bays, field service capability, parts availability, and scheduling requirements.
Partner with Sales to identify target customers and build a pipeline of service opportunities.
Partner with Fleet and Operations leadership to leverage Sunstate capabilities in support of customer fleet solutions.
Develop performance reporting around service revenue, gross margin, labor utilization, technician productivity, service response time, turnaround time, parts margin, repeat business, customer retention, and recurring maintenance program performance.
Ensure the service offering improves customer uptime, strengthens customer relationships, and creates a profitable growth platform without disrupting internal fleet readiness.
Develop and scale spare parts sales as both a standalone business line and an enabler of third-party maintenance.
Define the spare parts categories Sunstate should sell and the customer segments Sunstate should target.
Develop the relationship between parts sales, third-party maintenance, equipment sales, branch sales, online sales, and rental customers.
Partner with Procurement to identify suppliers, OEM relationships, aftermarket options, pricing models, inventory requirements, and replenishment processes.
Partner with Operations and Service leadership to determine which parts should be stocked locally, regionally, centrally, or fulfilled through supplier partnerships.
Develop branch, online, and service center processes for parts sales, order fulfillment, invoicing, returns, warranties, and customer service.
Improve parts availability, inventory management, fulfillment execution, and customer experience.
Build reporting for parts revenue, gross margin, inventory turns, fill rate, backorders, dead stock, customer adoption, and recurring customers.
Ensure spare parts sales support both customer convenience and profitable growth.
Develop and scale safety and operator training as a profit center for Sunstate.
Expand Sunstate’s training offering across relevant equipment and jobsite safety categories.
Build programs for aerial lift training, forklift training, trenching and excavation safety, fall protection, confined space, jobsite safety, OSHA-related training, and other contractor-relevant training needs.
Develop equipment operator training programs for scissor lifts, boom lifts, forklifts, earthmoving equipment, compaction equipment, and other relevant categories.
Create programs aligned with customer operational, compliance, workforce, and productivity needs.
Establish partnerships with contractors, manufacturers, trade organizations, training providers, educational institutions, and workforce development organizations.
Evaluate instructor-led, digital, hybrid, onsite, and online training delivery models.
Develop standard training packages, customer pricing requirements, margin expectations, and delivery requirements.
Partner with Safety to ensure content quality, compliance, certification standards, and instructor qualifications.
Partner with Sales and Marketing to increase customer awareness, develop pipeline, and position Sunstate as a training partner.
Build KPIs around training revenue, EBITDA margin, classes delivered, participants trained, trainer utilization, customer conversion, repeat training customers, and rental pull-through.
Position training as both a profitable business line and a customer relationship enhancer.
Partner closely with the Director of Pricing / Business Services on pricing strategy for small equipment, consumables, spare parts, third-party maintenance, and safety training.
Provide business requirements, customer insights, product knowledge, and operational context to support pricing decisions.
Ensure pricing supports customer adoption, margin targets, quote discipline, and profitability.
Align pricing with the broader Contractor Solutions strategy.
Monitor whether pricing actions are driving the right balance of demand, margin, utilization, and ROIC.
Ensure pricing governance is embedded in field playbooks and branch execution standards.
Build, develop, and retain a high-performing Contractor Solutions organization over time.
Recruit and develop leaders and subject matter experts capable of supporting long-term growth.
Establish performance expectations, accountability systems, and succession planning processes.
Foster a culture of innovation, customer focus, collaboration, safety, and operational excellence.
Promote effective communication and partnership across business functions.
Develop organizational capabilities necessary to support future growth and expansion.