Inside Rental Representative (West Coast Region)

About the position

Founded in 1990, LGH stands at the forefront of the hoisting and rigging equipment rental industry, providing rental equipment responsible for the installation, maintenance, and repair of everything from the bridges you drive on to the sports stadiums you visit. In this role, you will initiate both prospect and existing customer contact through telephone, email, and other available resources. Promote LGH’s growth goals through professional sales techniques, exceptional customer service, presentation of sales offerings to prospects, and necessary support for Outside Rental Representatives. Utilize our internal CRM and conduct the appropriate research and gather information to attain corporate sales objectives within your assigned region. Initiate new customer leads in underdeveloped or territories without an assigned outside rep through persuasive cold-calling, prospecting, and lead-generating techniques. Make follow-up phone calls against quotes within an assigned territory with the specific focus on converting quotes into orders and establishing a position of trust with a contact to ensure future quoting opportunities. Maintain thorough notes to assist in organizing and advancing prospect accounts into repeat customers. Collect and record data from cold-calls about ongoing jobs in assigned territory for use in developing new leads. Establish relationships that will lead to referrals and continued future bidding opportunities. Partner with newer and below-budget outside reps to provide lead-generating and sales support to build up weaker areas of the territory and/or seek access to new/difficult accounts. Make follow-up customer calls upon job completion, seeking feedback, referrals and future quoting opportunities. Maximize sales potential in assigned region, utilizing competitive sales techniques, LGH product knowledge and updated service offerings to increase customer base and grow revenues with an emphasis on three key performance metrics: setting Outside Sales Rep Appointments, Quotes Generated, and New Customer Acquisition. Manage high volumes of outbound and inbound phone calls while simultaneously utilizing online customer service features with the intent of fostering new relationships by matching LGH products and services to efficiently meet customer’s needs. Continually build upon biddable jobs with existing accounts by developing relationships with new contacts within a company, increase overall account base by supplementing new and returning customers to existing accounts and progressively grow sales revenues. Thoroughly qualify customers to ensure that generated leads provide the correct equipment needed for the job, allowing us to sell our services to the customer to justify the sale and consistently convert open quotes into orders. When needed, represent the company professionally at trade shows, generating increased interest from customers in that area. Utilize that forum to create understanding of the value of our services, what we offer and demonstrate industry expertise to bring in new customers.

Responsibilities

• Initiate both prospect and existing customer contact through telephone, email, and other available resources.
• Promote LGH’s growth goals through professional sales techniques and exceptional customer service.
• Present sales offerings to prospects and provide necessary support for Outside Rental Representatives.
• Utilize internal CRM and conduct research to attain corporate sales objectives.
• Initiate new customer leads in underdeveloped territories through cold-calling and prospecting.
• Make follow-up phone calls against quotes to convert them into orders.
• Maintain thorough notes to organize and advance prospect accounts into repeat customers.
• Collect and record data from cold-calls about ongoing jobs for developing new leads.
• Establish relationships that lead to referrals and future bidding opportunities.
• Partner with outside reps to provide lead-generating and sales support.
• Make follow-up customer calls upon job completion for feedback and future quoting opportunities.
• Maximize sales potential in assigned region using competitive sales techniques.
• Manage high volumes of outbound and inbound phone calls.
• Build upon biddable jobs with existing accounts by developing relationships with new contacts.
• Qualify customers to ensure generated leads provide the correct equipment needed for the job.
• Represent the company at trade shows to generate interest from customers.

Requirements

• High School Diploma or equivalent required.
• Minimum of 2 years B2B inside or outside sales experience required.
• Industrial equipment and/or general rigging knowledge strongly preferred.
• Industrial Construction and Maintenance knowledge strongly preferred.
• CRM experience strongly preferred.

Benefits

• Paid holidays, sick, and vacation time.
• Full benefits package including medical, dental, vision, short term disability, basic life insurance, plus additional optional voluntary benefits.
• Vested 401(k) with 5% company match.
• Continual, comprehensive, industry-leading training program.