Rental Sales & Business Development Manager

Riggs Cat • Little Rock, AR

6h

About The Position

The Rental Sales & Business Development Manager is responsible for architecting and advancing the
commercial growth strategy of the rental business. This role focuses on enterprise-level performance design,
revenue optimization, market intelligence, and cross-functional initiative leadership.
This role serves as the strategic hub between Sales, Operations, and Marketing, — ensuring the rental business
has a clearly defined growth roadmap supported by data, process clarity, and measurable outcomes.

Requirements

• 5–10+ years in commercial strategy, business development, sales operations, fleet strategy, or performance analytics.
• Demonstrated experience influencing cross-functional teams without direct authority.
• Strong financial acumen (ROI modeling, contribution margin analysis, capital productivity).
• Proven ability to lead enterprise initiatives from concept to measurable impact.
• Bachelor’s degree in business, Operations, Supply Chain, Engineering, or related field
• Proficiency with BI/analytics tools (Power BI/Tableau), CRM (Dynamics/Salesforce), and Excel/PowerPoint.

Nice To Haves

• Heavy equipment, rental, distribution, or industrial B2B experience.
• MBA or advanced analytical training.

Responsibilities

• Develop and refine the multi-year rental growth roadmap aligned with company objectives.
• Define commercial priorities by market, segment, and product category (CAT, Allied, Specialty, etc.).
• Evaluate new revenue streams, vertical opportunities, and market expansion strategies.
• Design go-to-market frameworks for new fleet introductions, channel initiatives, and pricing structures.
• Establish rate realization and margin improvement strategies in partnership with Sales leadership.
• Own the enterprise rental KPI framework and performance definitions.
• Design dashboards and reporting cadences for executive visibility.
• Identify systemic performance gaps across markets and segments.
• Conduct root-cause analysis at a structural level (pricing model, fleet mix, channel coverage, capital allocation).
• Recommend enterprise-level adjustments to improve ROI, contribution margin, and capital productivity.
• Partner with Fleet and Finance to optimize OEC deployment and capital allocation strategy.
• Evaluate lifecycle economics, asset mix strategy, and ROI thresholds.
• Develop business cases for fleet expansion, repositioning, or retirement.
• Align demand forecasting with strategic fleet planning.
• Maintain awareness of competitor fleet strategy, pricing trends, and market share shifts.
• Translate voice-of-client insights into commercial or structural recommendations.
• Partner with Marketing on positioning, segmentation, and promotional effectiveness.
• Lead high-impact enterprise initiatives (pricing optimization, digital channel expansion, vertical strategy, etc.).
• Define scope, success metrics, timelines, and cross-functional dependencies.
• Support change enablement by providing frameworks, communication tools, and adoption tracking.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level