Rental Business Development Manager
About the position The Rental Segment Business Development Manager is responsible for driving Waev's growth within the national and regional rental provider ecosystem. This includes large national rental companies, regional rental houses, specialty rental providers, and industrial/commercial equipment rental fleets . Reporting to the Vice President of Sales, this position focuses on building strategic relationships, developing long-term growth plans with key rental organizations, and expanding the presence of GEM, Taylor-Dunn, Fusion, and Tiger products across rental fleets nationwide. The ideal candidate thrives in relationship-driven environments, understands fleet utilization economics, and can align Waev's EV portfolio with rental market demand. This role is essential to creating sustained pipeline growth, increasing market penetration, and positioning Waev as the preferred electric vehicle solution for rental operations. Customer Assignment This role will manage a portfolio of national and regional rental providers. Specific account assignments will be based on the selected candidate's experience, location, and established industry relationships.
Responsibilities
- Develop and execute strategic business development plans targeting national and regional rental companies.
- Become the subject matter expert on rental fleet operations-utilization models, fleet mix strategies, rental cycles, maintenance dynamics, and customer demand patterns.
- Conduct meetings to understand rental use cases, fleet turnover, asset performance expectations, and commercial requirements.
- Directly support high-value rental accounts with product expertise, operational insights, and long-term planning support.
- Use industry data, lead generation tools, and rental association networks to uncover new business opportunities.
- Conduct product demonstrations, pilot programs, and site assessments tailored to rental fleet use.
- Represent Waev at rental industry events, trade shows, conferences, association meetings, and field demonstrations.
- Collaborate internally across operations, marketing, product, and engineering to act as the voice of the rental customer and influence product evolution.
- Build strong relationships with executive leaders, fleet directors, purchasing managers, operations managers, and branch leadership across rental organizations.
- Map account structures, decision processes, fleet cycles, rental markets, and multi-year growth opportunities.
- Track industry trends, rental demand cycles, electrification initiatives, and competitive landscape to refine positioning.
- Prepare proposals, ROI analyses, fleet deployment strategies, charging recommendations, and sustainability impact assessments.
- Provide regular updates on account status, growth opportunities, risks, and competitive insights.
Requirements
- Bachelor's Degree in Business, Marketing, Supply Chain, Industrial Distribution, or related field.
- 3–5 years of B2B sales experience, ideally within rental, industrial equipment, fleet, EV, material handling, or capital equipment environments.
- Strong understanding of rental industry dynamics, fleet management, and equipment lifecycles.
- Demonstrated success developing new business and scaling strategic accounts.
- Proficiency in Salesforce or similar CRM platforms.
- Excellent listening, communication, and presentation skills.
- Ability to work independently and prioritize in fast-moving environments with a strong bias for action.
- High level of customer service orientation and ability to balance customer requirements with business objectives.
Nice-to-haves
- Experience selling into national or regional rental companies.
- Existing relationships within industrial, construction, or specialty rental markets.
- Understanding of total cost of ownership, fleet financing, and rental utilization economics.
- Demonstrated success executing pilot programs or rolling out large fleet deployments.
- Interest in career progression as the rental segment grows.
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