Specialty & Industrial Rental Sales Rep

DESCRIPTION

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, ACCOUNTABILITY, and INNOVATION
• Customer and Employee Care Commitments:
  Conveying Warm and Empathy, Actively Listening, Building Trust, and Saying Thank You

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

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.

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 project‑based 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.

• Proactively identify, target, and develop relationships with industrial facilities, including manufacturing plants, processing facilities, utilities, refineries, distribution centers, schools, airports, etc.
• Serve as a primary rental partner for ongoing plant operations, maintenance activities, shutdowns, and turnarounds.
• Sell solution‑based rental packages, not just individual specialty items.
• Identify and pursue new business opportunities within industrial and specialty markets.
• Develop and maintain strong relationships with key accounts, project managers, and procurement teams.
• Prepare and deliver proposals, quotes, and presentations tailored to customer needs.
• Actively gather and analyze market intelligence within the assigned territory to identify growth opportunities.

• Assess customer requirements and recommend appropriate rental solutions.
• Collaborate with technical specialists to design custom solutions for complex projects.
• Ensure timely delivery, setup, and support for specialty equipment.
• Provide exceptional customer service to CAT Rentals customers, which can include after‑hours and weekends, as needed.
• Contact prospective customers by phone and in person to determine customer needs, present product information, and explain available services.

• Manage existing accounts to maximize revenue and customer satisfaction.
• Conduct regular site visits and project reviews to identify additional rental opportunities.
• Resolve customer issues promptly and professionally.
• Negotiate rental rates and pricing according to rental processes and procedures to achieve CAT Rentals’ desired market share and profitability with little supervision.
• Utilize software programs, including Microsoft AX, to communicate interdepartmentally,…