The Business Development Manager – Strategic Rental Accounts is responsible for developing and executing growth strategies focused on United Rentals and Sunbelt Rentals. 

This role drives pull through growth, market penetration, and strategic alignment through executive relationship management, fleet influence, and corporate engagement. The position is accountable for protecting existing business, expanding share, and enabling long-term strategic partnerships across these national rental organizations. 

This role is a unique combination of strategic executive level relationship management and alignment to drive tactical execution internally and externally.  

The key functions of the role will be to:

• Strengthen relationships to secure ongoing business

• Address key customer concerns (e.g., parts pricing, service enablement) to maintain preferred supplier position

• Increase presence across core rental equipment platforms through strategic account engagement

• Expand adoption by aligning with prominent decision makers

• Achieve defined growth targets

• Expand implementation through platforms such as SmartEquip

• Work cross functionally to drive enablement of aftermarket resources

• Ensure 100% engagement of key buying centers across organizations

Although this position is remote, priority consideration will be extended to applicants residing in Charlotte, NC or adjacent states.

   

Specific Responsibilities:

• Develop and execute strategic account plans aligned with KPI targets across United Rentals and Sunbelt

• Build executive-level relationships to influence fleet decisions, sourcing strategy, and platform standardization

• Lead initiatives to grow unit share, revenue, and aftermarket penetration

• Develop and negotiate corporate agreements, pricing structures, and incentive programs

• Partner cross-functionally to ensure strong service, parts, and product support execution

• Provide ongoing reporting on KPI progress, risks, and opportunities

• Act as the internal and external quarterback for strategic account success

Requirements:

• Bachelor’s degree required

• 5+ years of experience in sales, business development, or national account management

• Experience in rental, construction equipment, engines, or industrial sectors preferred

• Military experience a plus

• Demonstrated success managing multi-location strategic accounts

• Strong knowledge of: Fleet lifecycle and rental economics, strategic negotiations and account planning, aftermarket and parts business models

• Proven ability to influence senior decision-makers

• Willingness to travel (40-60%)

Applicants must be authorized to work in the US without requiring sponsorship now or in the future.

Rehlko hires candidates only in states where we have an established business presence. We do not hire candidates residing in the following states: AK, AR, DE, HI, ME, ND, NE, VT, WV, WY. Remote work opportunities are also unavailable for these locations.

 

The Salary range for this position is $122,750.00-$156,850.00.The specific Salary rate offered to a candidate may be influenced by a variety of factors including the candidate’s experience, their education, and the work location.