The Role
The Outside Sales Representative grows revenue and market share by acquiring new customers, expanding existing accounts, managing a sales pipeline, and executing territory plans. Responsibilities include consultative selling, prospecting, customer visits, product education, proposals, negotiation, closing, CRM documentation, and collaboration with internal teams. The role also resolves customer concerns, attends networking events, and occasionally supports equipment deliveries and pickups.
Summary Generated by Built In
Outside Sales RepresentativeAbout the Role Duties and Responsibilities: Be YOU at Sunstate
This employer is required to notify all applicants of their rights pursuant to federal employment laws. For further information, please review the Know Your Rights notice from the Department of Labor.
Sunstate Equipment Co.: Where Safety and People are Core Values
We care about our People and it shows!
Location - San Francisco
Pay - $85,000 to $105,000 depending on experience
Sunstate Advantages- Competitive base wage + uncapped commission opportunity
- Medical, dental, and vision insurance, including plans with no employee premiums (plus HSA options with employer contribution)
401(k) with company match
Company-paid life, short-term, and long-term disability insurance
Paid time off, paid holidays, and sick time
Weekly pay
Employee Assistance Program and wellness resources
Uniform, work boot, and tool programs (role dependent)
Employee recognition programs and growth opportunities
- Company truck, cell phone, and laptop provided
The Outside Sales Representative (OSR) is responsible for growing revenue and market share by acquiring new business and expanding relationships within existing
accounts. This role focuses on providing equipment rental solutions that meet customer needs through consultative selling, proactive prospecting, and strong territory and
account management. The OSR builds credibility as a trusted advisor by demonstrating deep product knowledge, professional communication, and consistent follow-up.
accounts. This role focuses on providing equipment rental solutions that meet customer needs through consultative selling, proactive prospecting, and strong territory and
account management. The OSR builds credibility as a trusted advisor by demonstrating deep product knowledge, professional communication, and consistent follow-up.
- Proactively identify, pursue, and secure new business opportunities to grow revenue and market share
- Build and manage a healthy sales pipeline through disciplined prospecting and lead conversion
- Develop and execute territory plans to strategically prioritize and maximize customer coverage
- Establish and maintain strong, professional relationships with customers through regular engagement at jobsites and offices
- Educate customers on Sunstate’s products, services, and applications to support their operational needs
- Present compelling proposals and negotiate pricing that balances customer value with Sunstate’s financial objectives
- Demonstrate confidence and skill in closing deals across all customer segments
- Use CRM to document daily activity, manage follow-ups, and track trends; ensure accurate and timely entries
- Collaborate with internal teams (Dispatch, Branch Managers, Sales Leaders) to ensure customer satisfaction and seamless execution
- Resolve customer concerns with urgency and professionalism, ensuring long term relationship strength
- Stay informed on industry trends, competitors, and local market dynamics
- Attend and participate in professional associations and networking events to increase brand visibility
- Maintain compliance with all Sunstate policies, safety standards, and operational procedures
- Occasionally support equipment deliveries and pickups, including loading/unloading and transportation
- High School/GED Preferred but Not Required
- No specific degree required
- 2-4 Years of Relevant Experience
- Strong understanding of Sunstate’s equipment and service offerings or ability to learn quickly
- Comfortable navigating job sites and interacting with various customer types (field, office, decision-makers)
- Excellent verbal and written communication skills; able to tailor messaging and present solutions effectively
- Skilled in consultative selling, negotiation, and closing techniques
- Highly self-managed with strong time management, planning, and organizational abilities
- Proficient in CRM and Microsoft Office Suite; able to use mobile devices to manage tasks and communication
- Demonstrated resilience and adaptability in fast-paced, competitive environments
- Ability to frequently climb into/out of trucks and equipment trailers; able to lift up to 50 lbs. regularly and 90 lbs. occasionally
- Must be 21 years of age or older with a valid driver’s license and an acceptable driving record
- Ability to obtain and maintain a DOT medical card
- Must adhere to drug and alcohol testing policies
At Sunstate, every employee is valued, respected, and fairly compensated. More importantly, every employee has a voice that deserves to be heard. We are working hard to challenge the typical ways of business and develop an environment where our employees feel safe, comfortable, and look forward to coming to work. No matter which location you visit, you can’t help but feel the close-knit work-family environment.
We have strategically and organically grown our company from within, promoting from the ground up and providing employees with opportunities to explore their different passions within our own walls. This culture allows our people to develop valuable, marketable skills they can use throughout their career. Plus, with benefits like Baby Bonding, My Holiday vacation time, and discounts on everything from movie tickets to cell phone bills, we’re constantly evolving our resources to provide our people with tools to make their lives easier!
At Sunstate Equipment, we are actively fostering a workplace culture where individuals of all identities and life experiences feel genuinely valued, respected, and appreciated. As a proud equal-opportunity employer, we wholeheartedly welcome candidates from diverse backgrounds and cultures. We recognize and celebrate the unique perspectives they bring, with the understanding that they are the fuel for the innovative ideas that drive the evolution of our industry
Sunstate is a proud Second Chance employer that evaluates every candidate on a case-by-case basis.
Sunstate Equipment Co. is an Equal Opportunity Employer
A Drug Free Workplace and Participates in E-Verify
Equal Opportunity Employer/Protected Veterans/Individuals with DisabilitiesThis employer is required to notify all applicants of their rights pursuant to federal employment laws. For further information, please review the Know Your Rights notice from the Department of Labor.
Skills Required
- 2-4 years of relevant sales experience
- Strong understanding of equipment and service offerings, or ability to learn quickly
- Comfort navigating jobsites and interacting with field personnel, office staff, and decision-makers
- Excellent verbal and written communication skills
- Consultative selling, negotiation, and closing skills
- Self-management, time management, planning, and organizational abilities
- Proficiency with CRM and Microsoft Office Suite
- Resilience and adaptability in fast-paced, competitive environments
- Ability to climb into and out of trucks and equipment trailers
- Ability to lift up to 50 pounds regularly and 90 pounds occasionally
- At least 21 years of age
- Valid driver's license and acceptable driving record
- Ability to obtain and maintain a DOT medical card
- Adherence to drug and alcohol testing policies
- High school diploma or GED
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The Company
What We Do
Sunstate Equipment provides rental equipment and tools to construction, industrial, and special-event companies. It offers a full line of equipment for building sites and public and private facilities, emphasizing dependable service and helping customers work efficiently and safely. The company presents itself as a long-term jobsite partner, with ready-to-use equipment and support intended to help customers keep projects moving smoothly.
