Specialty & Industrial Rental Sales Rep

ABOUT WESTERN STATES EQUIPMENT:

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

WHY YOU'LL LIKE IT HERE:

Recognized as one of the top private companies to work for, we put our employees first. We are fiercely committed to SAFETY and sending every employee, safely home, every single day. Our comprehensive benefits package and complete wellness programs include:

• Three weeks of accrued PTO to start, increases with tenure
• Company paid health care premium option for employees
• Health, dental, and vision insurance
• Wellness dollars
• 401k with company match and profit sharing
• Educational reimbursements, tool loans, and safety & tooling dollars
• Employee Assistance Program
• Paid Parental leave
• Care Leave

WHAT WE'RE LOOKING FOR:

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.

FULL SUMMARY

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 projectbased 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.

Sales & Business Development

• 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 solutionbased 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.

Customer Solutions

• 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.

Account Management

• 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.

Operational Coordination

• Works closely with operating teams to ensure equipment availability and readiness.
• Monitors project timelines and coordinate logistics for equipment delivery and pickup.

Market Intelligence

• 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

KNOWLEDGE SKILLS AND ABILITIES:

• 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.

EDUCATION AND EXPERIENCE:

• Proof of high school diploma or General Education Degree (GED) required.
• Bachelor's degree (or equivalent experience) in Business, Engineering, or related field preferred.
• 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.

PHYSICAL CHARACTERISTICS:

• 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.

Disclaimer: The above statements are intended to describe the general nature and level of work being performed by employees assigned to this classification. It is not intended be an exhaustive list of all responsibilities, duties, and skills required of employees in this classification.

This role is designated as safety-sensitive.