Job Description
To forge solid, strategic relationships with our clients and create a customer connection that can withstand the inevitable pressures, mishaps, and confusion that can be a part of day-to-day business. Rental Reps develop an intellectual and emotional bond to support partnership, trust, and confidence for our clients. Responsibilities Engages in client relationship building. Influences product specification. Set goals and manage portfolio. Monitors portfolio performance. Interfaces with Project Management to ensure high-quality job execution. Supports and promotes CL policies, procedures, and business models. Works independently with regular interaction and support from VP Rentals. 1. Engages in client relationship building by: • Being proactive with arranging in-person appointments with clients. • Traveling to meet clients whenever necessary. • Being present on job sites as needed. • Ensuring regular communication with clients through scheduled check-ins. 2. Influences product specification by: • Developing a strong technical understanding of Christie Lites products. • Working with Lighting Designers and specifiers such that Christie Lites products are requested at the time of bid. • Managing effective substitutions with Christie Lites products when competing products are first requested. 3. Set goals and manage portfolio by: • Setting annual client relationship development targets in conjunction with VP Rentals. • Setting annual financial targets in conjunction with VP Rentals. • Developing and actively pursuing an industry network to support portfolio growth. • Identifying existing & future client opportunities to be proactively pursued. • Reviewing existing portfolio and culling or reassigning clients for best long-term results. 4. Monitors portfolio performance by: • Reviewing quarterly commission reports in conjunction with management. • Identifying issues that are hindering higher performance (profitability). • Seeking out revenue growth opportunities that address benchmark target performance. • Reviewing formal and informal show reports to ensure consistent and increasing quality of show delivery and execution – in all areas including equipment, labor, etc. • Taking steps to resolve problems using individual business tools and/or working with other CL team members and departments to find creative business solutions. 5. Interfaces with Project Management to ensure high-quality job execution by: • Delivering timely data to Project Managers for all rental quotes, reservations, and orders. • Following up to ensure appropriate details are communicated for each rental order – before, during, and after each job. • Supporting the Accounting department in the timely invoicing and collection of accounts. 6. Supports and promotes CL policies, procedures, and business models by: • Promoting the Official Rental Product Line (ORPL) at all opportunities. • Managing strict adherence to One Contact – One Rep (OCOR) client management policy. • Following strict observance of accounting and administrative deadlines and protocols. 7. Works independently with regular interaction and support from VP Rentals by: • Remaining independently focused on established goals. • Engaging in consistent proactive daily business practices. • Delegating non-Account Rep work (such as data entry) to the appropriate department. • Communicating questions, issues, and strategies with the National Rentals Manager and proactively seeking support whenever needed. • Calling upon other management departments for further support as needed.