Inside Sales Representative

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.

• 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. 

• 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.

• 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.

• 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. 

• 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.

• 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.

• Associate or bachelor's degree preferred; 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

WORK ENVIRONMENT:  Majority of work is performed indoors with required exposure to the outdoors. Potential for exposure to outside elements. Use of personal protective equipment (PPE) such as safety glasses, gloves, etc., where required.

PHYSICAL DEMANDS: Requires presence at assigned workstation, extended periods of standing and sitting. May require some travel (training purposes, coverage at other branches, etc.) Ability to lift 25 lbs., occasionally lift 50 lbs., and possibly lift 90 lbs. with the assistance of a lifting aid.

HAZARDS: Awareness of inherent risk and exposure of the job, working amongst large industrial equipment. There may be exposure to chemicals such as gasoline, diesel fuel, propane, and cleaning solvents.

*Each employee has a duty to be fully alert (unimpaired physically or mentally) and capable of regularly working safely.