Strategic Customer Representative

Sunbelt Rentals strives to be the customer's first choice in the equipment rental industry. From pumps to scaffolding to general construction tools, we aim to be the only call needed to outfit a job site with the proper equipment. Our employees are our greatest asset, and we pride ourselves on investing in our workforce with competitive benefits and extensive on-the-job training for all eligible employees.

About the role

The Strategic Customer Representative will increase market share within a select group of customers and high-profile job sites by increasing product awareness and managing the corporate accounts office. This role evaluates new potential customers and serves as a mentor/liaison in the overall go-to-market sales strategy, coordinating efforts between key stakeholders. You will focus on selling temporary perimeter security solutions, including high-security fencing, vehicle barriers, guard shacks, and other assets for demanding environments such as large political events, data centers, government institutions, and high-profile court cases.

Backed by Sunbelt Rentals' national resources, you will provide equipment, logistics, labor, installation, project management, and rapid deployment capabilities across the United States.

Responsibilities

• Execute a sales strategy for the Western United States market.
• Identify and pursue new customers and strategic opportunities.
• Build long-term relationships with general contractors, security professionals, event producers, government agencies, critical infrastructure operators, data centers, venues, and other key customer segments.
• Conduct customer meetings, site walks, and project discovery meetings to understand security requirements and operational challenges.
• Recommend perimeter security solutions based on project requirements, site conditions, schedules, security objectives, and budget.
• Prepare estimates, proposals, presentations, and scopes of work.
• Manage opportunities from initial lead through contract execution and project handoff.
• Maintain an active pipeline of new and existing opportunities.
• Develop relationships with architects, engineers, consultants, security integrators, and other professionals who influence project specifications.
• Work closely with Perimeter Security operations, project management, logistics, and Sunbelt Rentals branches to ensure safe and successful project execution.
• Maintain communication with customers throughout the project lifecycle.
• Identify opportunities to expand existing customer relationships into additional projects, markets, and Sunbelt product offerings.
• Represent Sunbelt Rentals and Perimeter Security at industry events, trade shows, customer meetings, and networking opportunities.

Requirements

• Entrepreneurial, competitive, and comfortable operating in an environment where opportunities do not always come through traditional sales channels.
• Ability to communicate effectively with diverse audiences, from jobsites to executive-level meetings.
• Strong business development and relationship-building skills.
• Experience in outside sales, strategic accounts, construction, rental, security, events, infrastructure, or a related industry.
• Proven 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.
• 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.
• Computer literacy, including Windows, Adobe Acrobat, and the Microsoft Office suite.

Preferred Experience

• Temporary fencing or perimeter security.
• Construction or equipment rental.
• Physical security.
• Critical infrastructure or data centers.
• Major events, festivals, venues, or sporting events.
• Government or municipal contracting.
• General contracting or construction services.
• Access control or vehicle mitigation systems.
• Large-scale project sales.

What Success Looks Like

Success in this role is measured by building a market, developing meaningful customer relationships, creating new opportunities, increasing utilization of the Perimeter Security fleet, and delivering profitable revenue growth. You will work closely with operations to ensure projects are executed safely, efficiently, and successfully, positioning Sunbelt Rentals as a trusted partner for securing people, property, infrastructure, and high-profile projects.

Why Sunbelt Rentals Perimeter Security?

Perimeter Security combines specialized knowledge and innovative solutions with the scale and resources of one of North America's largest equipment rental organizations. This role offers the opportunity to help build a rapidly developing business line, pursue significant projects, and establish long-term customer relationships in one of the largest markets in the country.

Benefits

• Health, Dental, and Vision plans.
• 401(k) Match.
• Volunteer time off.
• Short-term and long-term disability.
• Accident, Life, and Travel insurance, as well as flexible spending options.
• Tuition Reimbursement.
• Employee Assistance Program (EAP).
• Length of Service Awards.
• Paid time off, including:
  • 12-25 vacation days depending on years of service.
  • 5 sick days.
  • 6 holidays.
  • 2 half-day holidays.
  • 2 floating holidays.
  • 1 inclusion day.
  • 1 volunteer day.

Pay

Base Pay Range: $74,000.00 - $101,750.00. Total compensation package includes base pay, a company vehicle, and a robust commission plan. Starting rate of pay may vary based on factors including location, education, training, and experience.

Schedule

Eligibility for benefits begins on the first of the month following 30 days from your start date.

Physical Demands

• Bending, squatting, crouching, reaching, and lifting 25 pounds or more.
• Working indoors and outdoors as required by the job.