Rental Business Development Representative

It’s your time, make it matter.

At Peterson, we partner with our customers to build the future. For over 85 years, our peoples’ work has shaped the communities where we live, where we raise our families, and where we thrive. Peterson’s legacy permeates every aspect of our communities. From roads and bridges, back-up power at hospitals, fire-fighting, concerts and moving goods; we are everywhere you look. At Peterson, you don’t just have a career, you have a purpose.

Our family-oriented environment is built on safety, winning, growth, and professional achievement. Hiring and developing exceptional people is critical to our continued success. We have high standards for a good reason: our people represent Peterson, our family, our brand, and our values.

You have high expectations too. You are exceptionally motivated, have outstanding skills, and want your work to matter. Peterson offers competitive wages, generous benefits, and promotional opportunities at a family-owned and operated business. It’s time to use your skills and passion to do work that matters!

Job Description

Peterson Power Systems has a need for a Rental Business Development Representative based at our San Leandro, CA location.

Summary

The Rental Business Development Representative drives revenue and customer growth of Peterson Power Systems’ Rental Department by supporting data-driven planning and proactive customer engagement. This role is responsible for optimizing the efficiency and effectiveness of Rental Sales Representatives by standardizing customer relationship management (CRM) workflows and sales pipeline processes; segmenting customers for tailored engagement; and creating strategies to identify and develop new markets, develop new customers within existing markets, and recapture lost business. Additional responsibilities include performing sales calls within an assigned territory over the phone and in person, training Rental Sales Representatives on leading quarterly business reviews, hosting customer education events, and supporting marketing campaigns.

Essential Job Functions

The following reflects management’s definition of essential functions for this job but does not restrict the tasks that may be assigned. Management may assign or reassign the functions to this job at any time due to reasonable accommodation or other reasons. Job functions include the following. Other duties may be assigned.

Business Development

• Gain and maintain a comprehensive understanding of the tools, capabilities, and current utilization of Rental Sales department CRM systems.
• Collaborate with Rental Sales personnel and leadership to identify current CRM bottlenecks and obstacles and implement standardized, research-supported workflows and reporting processes.
• Collaborate with Rental department leadership to identify and develop strategy to meet desired return on investment (ROI) from CRM platform.
• Provide regular updates to Rental department and other stakeholders on changes to CRM workflows and reporting standards.
• Conduct monthly i-Rental Training Classes for Rental Sales Representatives.
• Develop and implement a standardized sales pipeline process to track opportunities, forecast revenue, analyze trends by segment, and anticipate future equipment needs.
• Analyze 12-month spend to segment Rental customers by engagement level; use segmentation to support proactive business development planning tailored to each customer segment.
• Meet with Rental General Manager each month to review and discuss Rental Sales Representatives’ business plans, marketing updates, customer development plans, and vertical market developments.
• Identify top Peterson Rents accounts per Sales Representative and prioritize for quarterly business reviews (QBRs).
• Develop and maintain in-person QBR framework to review spend, forecast needs, understand customer goals, address obstacles, and explore partnership growth.
• Coordinate QBR logistics to include on-site meetings with Sales Representative, Peterson Rents Leadership, and Business Development Manager to ensure alignment and actionable outcomes.
• Host top customers onsite to showcase equipment capabilities, demonstrate tailored solutions, increase engagement with Peterson staff, and highlight Peterson’s commitment to supporting their business.
• Join customer internal meetings to deepen engagement, better understand their needs, and identify opportunities to align Peterson Rental equipment as effective solutions.
• Schedule and represent Peterson Power at “Lunch & Learns,” conferences, and other customer and industry events.
• Develop and assist with executing segmented marketing campaigns tailored to industry-specific needs, regulations, preferred communication channels, and rental equipment interests.
• Collaborate with Caterpillar to leverage marketing data and best practices, and establish clear goals for outreach to primary customer contacts to drive greater impact.
• Conduct Marketing Campaigns targeting Utility or Data Center customers, including a presentation of relevant marketing and development content.
• Assist with Utility and Data Center marketing and development for existing and future designated Major Accounts as needed.
• Assist Rental Sales Representatives with developing and/or enhancing their marketing and business development plans, sales calls and presentations, account management, customer training, and contingency planning.
• Collaborate with Rental leadership to define key business KPIs and develop a dashboard to track and monitor Rental Sales department performance.
• Conduct market and competitive analysis to identify high-opportunity segments and inform Battery Energy Storage System (B.E.S.S.) investment decisions.
• Develop ROI tools, risk assessments, and go-to-market strategies with leadership to guide B.E.S.S. implementation.
• Create targeted B.E.S.S. marketing plans and sales training to drive adoption and maximize equipment utilization.
• Maintain regular, punctual, and predictable attendance.
  
  

Outside Sales

• Conduct sales calls in person and over the phone with the purpose of renting and selling generators and air compressors to meet sales objectives and revenue plan in the assigned territory.
• Manage the sales territory by analyzing, planning and controlling the market objectives and sales opportunities with a plan of accomplishment.
• Build relationships with customer base; prospect new customers.
• Maximize sales in assigned territory – analyzing sales opportunities, solving customer problems, and assisting sales promotion.
• Complete timely sales coverage of all customers/prospects within the assigned territory.
• Coordinate financing; assist in gathering credit information and collections on past due accounts.
• Review invoice and rental agreements for accuracy.
• Follow up on all equipment rentals, deliveries, and invoicing to ensure customer satisfaction.
• Analyze current and future markets and equipment needs for customer base.
• Maintain current knowledge on all products and services for sale and rent by Peterson Power Rentals.
• Use Microsoft Office and CRM software to prepare customer correspondence and enter customer information into database.
• Represent company with professional conduct.
• Attend regularly scheduled sales meetings.
• Travel away from base location up to 50% of the time, including overnight travel, to meet with customers, coworkers, and other stakeholders; Operate company or personal vehicle as needed
• Maintain regular, punctual, and predictable attendance.
  
  

Qualifications

High school diploma or GED required; and a minimum of five (5) years of sales experience; or an equivalent combination of education and work experience.

• 2+ years of experience creating and implementing business development plans required.
• 3+ years of experience with CRM systems required.
• Managerial and/or Team Lead experience highly preferred.
• Must have a professional demeanor, be resourceful, self-motivated, have good organizational skills.
• Must display strong computer skills, including a strong understanding of CRM system workflows and ability to quickly learn new CRM systems.
• Must display strong ability to lead and influence team members.
  
  

CERTIFICATES, LICENSES, REGISTRATIONS

• Must maintain a valid driver’s license and satisfactory driving record.
  
  

The annual pay range for this position is $92,000.00 - $110,000.00. Starting wage will depend on experience and education. This job also participates in an incentive plan. We also offer a total compensation package in addition to base salary.

Peterson Power Systems, Inc. is committed to equal employment opportunity and affirmative action. Minorities, females, veterans, and individuals with disabilities are encouraged to apply. A drug screen and background check is required.