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Strategic Customer Representative: Mission Critical

February 16, 2026

Join Our Team!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. Not only do we offer a vast fleet that ranks among the best in the industry, we pair it all with a friendly and knowledgeable staff. Our employees are our greatest asset, and although we present a comprehensive equipment offering, our expertise and service are what truly distinguish us from the competition.We pride ourselves on investing in our workforce and offer competitive benefits, as well as extensive on-the-job training for all eligible employees.As a highly successful national company, we are constantly looking for talented individuals to support our growth. If you are interested in pursuing a rewarding career, we invite you to review our opportunities!Job Description SummaryPosition Objective:The primary function of the Strategic Customer Representative (SCR) is to increase market share with contractors and end-users in the preconstruction Data Center space. This will be accomplished by developing/strengthening customer relationships, increasing product awareness, and presenting our solution-based capabilities. As well as manage relationships from the field level decisions makers to the corporate office. This position will also serve as a mentor to the local Power & HVAC OSR’s and a liaison in the overall go to market sales strategy, coordinating efforts between the Branch Manager, Regional Sales Manager, Regional Manager, and Senior Leadership.Position Responsibilities:<ul><li>Coordinate sales calls with local, regional, and/or national sellers on customers that perform data center construction.</li><li>Develop, maintain, and strengthen internal relationships with the local Outside Sales Reps and Branch Managers.</li><li>Build and maintain strong relationships with key stakeholders in the data center space as well as end-user companies including engineers and decision makers.</li><li>Create and deliver compelling presentations to showcase products and services relevant to data center construction such as Power & HVAC required during a chiller flush and/or commissioning on new infrastructure.</li><li>Stay informed about industry trends, competitor offerings, and client needs within the data center sector to tailor sales strategies accordingly.</li><li>Identify and pursue new sales opportunities by networking, attending industry events, and leveraging existing contacts.</li><li>Prepare customized proposals and pricing models based on customer requirements ensuring alignment with company standards.</li><li>Negotiate contracts and agreements with customers, aiming for mutually beneficial terms while ensuring profitability for the company.</li><li>Provide ongoing support to customers to address any issues, ensuring satisfaction and fostering long-term relationships.</li><li>Follow up with clients after the sale to gather feedback, assist with implementation, and identify future sales opportunities.</li><li>Work closely with internal engineering, marketing, and support teams to ensure product offerings meet customer needs and expectations.</li><li>Meet or exceed sales targets, maintaining accurate records of sales activities and client interactions in the company’s CRM system.</li><li>Educate clients about product features, benefits, and best practices, helping them optimize their data center operations.</li><li>Travel regionally to meet customers, attend trade shows, and explore potential new markets or partnerships.</li><li>Develop relationships with the targeted Strategic Customers within their assigned territory with the goal of becoming the “first call” with these customers.</li><li>Attend national and regional trade shows as necessary.</li><li>Review, design, and update as necessary customer programs (rebates, rates, quick pays, portals, etc). Work with sales and leadership teams to present agreements to customers.</li><li>Keep appropriate business leaders (RMs, VPs, etc) apprised of activities, progress or issues with strategic customers.</li><li>Perform other duties as assigned by the manager.</li><li>Support the overall strategy of the company and the Power & HVAC line of business.</li><li>Increase revenue and return on investment on specific and assigned product lines and market segments.</li><li>Assist team with in-depth product specification training for all team members.</li><li>Actively engage and keep the team involved in tradeshows and associations.</li><li>Manage specific projects on an as needed basis to drive revenue and maximize return on investment.</li></ul>Requirements:Education & Experience:<ul><li>College degree or equivalent work experience plus 6-8+ years in Outside Sales or Sales Management role</li><li>Documented successful territory management showing consistent revenue growth</li><li>Comfortable cold calling on new accounts</li><li>Basic Microsoft Office skills</li><li>Comfortable calling on jobsites and corporate office</li><li>Ability to incorporate the Specialty Businesses into their presentations and product offerings</li><li>Product training to be provided by the various Sunbelt experts, by division</li><li>Work remotely from home or from the local Sunbelt PC’s so no relocation required</li><li>60% + travel</li><li>Salesforce experience preferred but not required</li><li>Must reside in territory</li><li>NV, CA, WA, OR, UT, and ID</li></ul>Physical Demands:Must be able to bend, squat, crouch and/or reach and lift up to 25 pounds or more, as required by the job. Some Sunbelt jobs may require driving for long periods of time, loading and unloading heavy equipment, performing work in extreme weather conditions including rain, wind or excessive temperatures and/or night and weekend work. All duties must be performed according to Sunbelt’s safety policies and guidelines. Reasonable accommodations may be made to comply with ADA/ADAAA.The above description covers the principal duties and responsibilities of the job. The description shall not, however, be construed as a complete listing of all miscellaneous, incidental or similar duties which may be required from day to day.Sunbelt Rentals is an Equal Opportunity Employer — Minority/Female/Disabled/Veteran and any other protected groundBase Pay Range: $60,546.00 - 83,250.20<div>Total compensation package includes base pay, company vehicle, and robust commission plan. Starting rate of pay may vary based on factors including, but not limited to, position offered, location, education, training, and/or experience. Please visit https://www.sunbeltrentals.com/careers/ for more information on our benefits and to join our Talent Network. Sunbelt also provides a comprehensive benefits package to its full-time employees. This package includes:<ul><li>Health, Dental and Vision plans</li><li>401(k) Match</li><li>Volunteer time off</li><li>Short-term and long-term disability</li><li>Accident, Life and Travel insurance, as well as flexible spending</li><li>Tuition Reimbursement Options</li><li>Employee Assistance Program (EAP)</li><li>Length of Service Awards</li></ul>You will become eligible for benefits on the first of the month following 30 days from your start date. Sunbelt offers team members the following paid time off from work, subject to Sunbelt’s policies (unless specified in a collective bargaining agreement):<ul><li>12-25 vacation days depending on years of service</li><li>5 sick days</li><li>6 holidays</li><li>2 half day holidays</li><li>2 floating holidays</li><li>1 inclusion day</li><li>1 volunteer day</li></ul> Gear up for an exciting career! Sunbelt Rentals supports service members. Veterans encouraged to apply.</div>

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Common Interview Questions And Answers

1. HOW DO YOU PLAN YOUR DAY?

This is what this question poses: When do you focus and start working seriously? What are the hours you work optimally? Are you a night owl? A morning bird? Remote teams can be made up of people working on different shifts and around the world, so you won't necessarily be stuck in the 9-5 schedule if it's not for you...

2. HOW DO YOU USE THE DIFFERENT COMMUNICATION TOOLS IN DIFFERENT SITUATIONS?

When you're working on a remote team, there's no way to chat in the hallway between meetings or catch up on the latest project during an office carpool. Therefore, virtual communication will be absolutely essential to get your work done...

3. WHAT IS "WORKING REMOTE" REALLY FOR YOU?

Many people want to work remotely because of the flexibility it allows. You can work anywhere and at any time of the day...

4. WHAT DO YOU NEED IN YOUR PHYSICAL WORKSPACE TO SUCCEED IN YOUR WORK?

With this question, companies are looking to see what equipment they may need to provide you with and to verify how aware you are of what remote working could mean for you physically and logistically...

5. HOW DO YOU PROCESS INFORMATION?

Several years ago, I was working in a team to plan a big event. My supervisor made us all work as a team before the big day. One of our activities has been to find out how each of us processes information...

6. HOW DO YOU MANAGE THE CALENDAR AND THE PROGRAM? WHICH APPLICATIONS / SYSTEM DO YOU USE?

Or you may receive even more specific questions, such as: What's on your calendar? Do you plan blocks of time to do certain types of work? Do you have an open calendar that everyone can see?...

7. HOW DO YOU ORGANIZE FILES, LINKS, AND TABS ON YOUR COMPUTER?

Just like your schedule, how you track files and other information is very important. After all, everything is digital!...

8. HOW TO PRIORITIZE WORK?

The day I watched Marie Forleo's film separating the important from the urgent, my life changed. Not all remote jobs start fast, but most of them are...

9. HOW DO YOU PREPARE FOR A MEETING AND PREPARE A MEETING? WHAT DO YOU SEE HAPPENING DURING THE MEETING?

Just as communication is essential when working remotely, so is organization. Because you won't have those opportunities in the elevator or a casual conversation in the lunchroom, you should take advantage of the little time you have in a video or phone conference...

10. HOW DO YOU USE TECHNOLOGY ON A DAILY BASIS, IN YOUR WORK AND FOR YOUR PLEASURE?

This is a great question because it shows your comfort level with technology, which is very important for a remote worker because you will be working with technology over time...