Inside Sales Representative
Inside Sales Rep
The Inside Sales Representative (ISR) plays a critical role in generating revenue,
building customer relationships, and ensuring flawless execution of rental transactions. As a proactive sales professional, the ISR uncovers customer needs, recommends equipment solutions, opens new accounts, and contributes to Sunstate’s growth strategy. This role is guided by a structured competency framework and is designed to develop future Outside Sales and Operational leaders.
Duties and Responsibilities:
Sales & Solution Orientation
- Engage customers confidently to uncover needs, recommend rental solutions, and expand orders through suggestive selling.
- Proactively open new accounts and increase revenue per transaction.
- Assist customers with equipment selection by understanding job site needs and Sunstate’s fleet offerings.
- Participate in local sales campaigns, and seasonal equipment pushes to increase branch volume.
Outbound Prospecting & Lead Generation
- Maintain a steady cadence of outbound calls and follow-ups to drive revenue.
- Conduct proactive follow-up on leads generated from a variety of sources.
- Convert interest into rental opportunities and document all leads in Salesforce.
Customer Service Excellence
- Respond to customer inquiries with urgency and professionalism.
- Support walk-in customers and phone calls, acting as a reliable first point of contact.
- Resolve service or rental issues promptly and empathetically to ensure satisfaction.
- Collaborate with internal teams to ensure seamless and timely communication with the customer.
Operational Execution & Systems Discipline
- Execute all steps in the rental cycle: reservations, contracts, deliveries, returns, and adjustments.
- Accurately process orders, collect documentation and input information into RentalMan (AS400).
- Ensure clean data in RentalMan and Salesforce to support seamless service delivery.
- Monitor open contracts daily to ensure timely billing and resolution of issues such as damages or disputes.
- Demonstrate basic awareness of DOT-related regulations (i.e. safe loading, hours of service, etc.) while supporting dispatch coordination or equipment delivery planning.
Cross-Functional Collaboration
- Partner with Dispatch, Yard, Service, and OSRs to ensure customer expectations are met.
- Communicate special requests, deadlines, or changes to ensure alignment across teams.
- Share qualified leads and maintain real-time communication.
Time, Resilience & Self-Management
- Balance multiple customer demands with discipline, follow-through, and urgency.
- Stay composed under pressure and model adaptability during busy periods.
- Own follow-ups, commitments, and customer outcomes with personal accountability.
- Manage priorities during peak periods while maintaining quality service and compliance.
Qualifications/Requirements:
- Associate or bachelor's degree required; degrees in business, communications, or related fields preferred
- Strong interpersonal skills and the ability to build rapport quickly with customers and teammates
- Demonstrated ability to ask thoughtful questions, listen actively, and identify customer needs
- Interest in sales, account management, or customer success with a willingness to learn and grow
- Confident communicator who is comfortable engaging customers by phone and in person
- Detail-oriented with the ability to process information accurately and follow procedures
- Organized and able to manage multiple tasks, requests, and follow-ups in a fast-paced environment
- Self-starter who takes initiative, follows through on commitments, and seeks feedback to improve
- Adaptable and resilient with the ability to stay positive when faced with challenges or shifting priorities
- Strong technology aptitude with the ability to learn systems like Salesforce and RentalMan (AS400)
- Familiarity with DOT guidelines related to equipment transport a plus.
- Proficiency in Microsoft Office (Outlook, Excel, Teams)
- Bilingual (English/Spanish) a plus depending on location