Rental Sales Representative

Rental Sales Representative

Early Career Sales Development Program

Launch Your Career in Commercial Sales

TEC Equipment Leasing is looking for motivated, competitive, and coachable individuals who want to build a career in professional business-to-business sales.

The Rental Sales Representative is an early-career sales position designed to develop the skills, business acumen, and industry knowledge required to become a successful transportation solutions professional. You will receive hands-on experience in prospecting, consultative selling, account management, pricing, fleet operations, and financial decision-making while working directly with customers in your local market.

This position is intended to serve as a development pathway into Full-Service Lease Sales. High-performing representatives who demonstrate sales discipline, financial understanding, leadership potential, and consistent execution may be considered for advancement into a Full-Service Lease Sales role within approximately 9 to 12 months, depending on individual readiness, performance, business needs, and available opportunities.

No previous transportation or equipment leasing experience is required. We are looking for people with the drive and intellectual curiosity to learn the business.

What You Will Learn

As a Rental Sales Representative, you will learn how to:

• Build a professional sales pipeline from the ground up
• Prospect confidently through phone, email, social selling, networking, and in-person activity
• Conduct structured discovery meetings with business owners and fleet decision-makers
• Understand a customer’s operational, financial, and transportation needs
• Develop value-based proposals rather than competing solely on price
• Negotiate pricing while protecting profitability
• Manage and expand customer relationships
• Analyze fleet utilization, rental rates, gross profit, and operating costs
• Use Salesforce, Power BI, Geotab, Enrich, and other business intelligence tools
• Identify opportunities for Full-Service Lease, Guaranteed Maintenance, and preventive maintenance solutions
• Understand how commercial fleets make long-term equipment and maintenance decisions

You will be trained in TEC’s IMPACT Selling Methodology, which provides a structured approach to preparation, discovery, solution development, presentation, negotiation, and follow-up.

What You Will Do

Build New Business

• Prospect consistently to identify and engage potential rental customers
• Develop new business through outbound calls, emails, networking, referrals, and field activity
• Schedule and conduct in-person and virtual discovery meetings
• Build and maintain a qualified pipeline of rental and long-term fleet opportunities
• Maintain an active presence in the local business and transportation market
• Follow up professionally and persistently until opportunities are won, lost, or disqualified

Sell Transportation Solutions

• Learn each customer’s business, operating environment, equipment requirements, and service expectations
• Recommend rental solutions based on vehicle availability, uptime needs, application, duration, and total value
• Prepare and present clear, professional proposals
• Use value-based selling to protect rental rates and avoid unnecessary discounting
• Negotiate agreements that create a fair outcome for both the customer and TEC
• Convert short-term rental relationships into recurring and long-term customer partnerships

Grow and Manage Customer Accounts

• Develop strong relationships with existing rental customers
• Identify opportunities to increase rental duration, fleet utilization, and product penetration
• Monitor customer needs and proactively recommend additional equipment or services
• Maintain regular communication throughout the rental period
• Resolve issues quickly by coordinating with service, operations, credit, and leadership teams

Develop Full-Service Lease Opportunities

• Identify customers with recurring, predictable, or long-term transportation needs
• Partner with experienced Lease Sales Representatives to qualify and advance opportunities
• Introduce customers to Full-Service Lease, Guaranteed Maintenance, and PM Plus solutions
• Participate in joint customer meetings, fleet reviews, and proposal development
• Learn how long-term fleet solutions affect customer cash flow, uptime, operating cost, and risk
• Transition qualified opportunities to the appropriate Lease Sales Representative while remaining involved in the customer relationship

Manage Pricing, Utilization, and Profitability

• Use rental pricing and optimization tools before preparing quotes
• Evaluate rates based on market demand, equipment availability, utilization, and expected gross profit
• Apply discounts strategically and only when supported by sound business reasoning
• Work with regional leadership to maintain competitive and profitable rental rates
• Match customer demand with available rental assets to increase fleet utilization
• Use operating and financial data to improve pricing, cost control, and sales performance

Understand the Market

• Monitor competitor pricing, equipment availability, fleet mix, and market activity
• Track customer turndowns and lost-business reasons
• Maintain accurate market intelligence in Salesforce
• Communicate relevant competitive insights to regional and corporate leadership
• Recognize seasonal demand patterns and emerging opportunities within the territory

Support the Customer Experience

Although this is primarily a sales role, you will also learn the operational fundamentals required to serve commercial fleet customers effectively.

Responsibilities include:

• Preparing rental agreements and required customer documentation
• Confirming insurance, licensing, credit, and compliance requirements
• Coordinating vehicle inspections, deliveries, returns, and substitute equipment
• Maintaining awareness of rental fleet availability and condition
• Partnering with service teams to minimize downtime
• Supporting accurate billing, mileage reporting, fuel tax documentation, and damage recovery
• Communicating proactively with customers when equipment or service conditions change
 

How Success Will Be Measured

Performance in this position will be evaluated using a balanced scorecard that may include:

• New customer acquisition
• Prospecting activity and qualified meetings
• Rental revenue and gross profit growth
• Pipeline development and accuracy
• Rental fleet utilization
• Pricing and discount discipline
• Growth within existing accounts
• Full-Service Lease and maintenance leads generated
• Salesforce activity and data quality
• Customer communication and follow-through
• Completion of training and development milestones
 

Career Development Path

The Rental Sales Representative position is designed to build the foundation for a long-term career in commercial sales.

During your first year, you will receive development in:

• Professional prospecting
• Consultative selling
• Discovery and questioning techniques
• Financial and business acumen
• Fleet operations and equipment applications
• Pricing and profitability
• Negotiation
• Salesforce and pipeline management
• Customer presentations
• Full-Service Lease and maintenance solutions

Representatives who consistently achieve their objectives and demonstrate readiness may be considered for advancement into Full-Service Lease Sales or other expanded commercial sales responsibilities.

Advancement is earned through performance, demonstrated capability, organizational need, and the availability of appropriate opportunities.

Qualifications

Required

• Bachelor’s degree or equivalent combination of education and relevant experience
• Strong interest in building a professional sales career
• Effective verbal and written communication skills
• Confidence engaging with customers by phone, email, video, and in person
• Willingness to prospect and initiate conversations with new businesses
• Ability to learn financial, operational, and technical concepts
• Strong organization, follow-through, and attention to detail
• High level of personal accountability, ethics, and integrity
• Ability to receive coaching and apply feedback
• Comfort working in a performance-driven environment

Preferred, but Not Required

• Zero to two years of sales, customer service, business development, or account management experience
• Internship experience in sales, marketing, operations, logistics, transportation, finance, or customer service
• Participation in collegiate athletics, student leadership, sales competitions, business organizations, or other team-based activities
• Experience using a CRM or business reporting platform
• Interest in transportation, logistics, equipment, operations, or financial services

Previous leasing, rental, transportation, or commercial vehicle experience is helpful but not required.
 

The Characteristics We Value

Successful candidates are:

• Competitive without compromising integrity
• Curious about how businesses operate
• Comfortable being held accountable to measurable goals
• Persistent when customers do not respond immediately
• Motivated by growth, achievement, and increasing responsibility
• Capable of balancing sales urgency with disciplined decision-making
• Willing to spend time in the field developing customer relationships
• Interested in becoming a trusted business advisor rather than simply taking orders
 

About TEC Equipment Leasing

TEC Equipment Leasing provides commercial truck rental, Full-Service Lease, maintenance, and fleet solutions to businesses throughout the western United States.

Our customers depend on their equipment to operate their businesses. Our responsibility is to understand their operation, provide the right transportation solution, and support their fleet with the service, responsiveness, and expertise required to keep them moving.

This is an opportunity to begin your sales career with real customer responsibility, measurable goals, direct exposure to business leaders, and a defined path toward more advanced commercial sales opportunities.

Compensation and Benefits

The base salary range for this position is $54,898 to $82,347 annually. Actual starting compensation will be determined based on the candidate’s education, experience, qualifications, and geographic market.

In addition to base salary, this position is eligible for a monthly revenue-based incentive bonus, providing employees with the opportunity to increase their total compensation by growing rental revenue and delivering strong sales performance.

TEC Equipment also offers a comprehensive benefits package and opportunities for continued professional development and career advancement.