Vice President of Rental Representatives

Job Overview

The Vice President of Rental Representatives plays a pivotal role in accelerating the financial success of a designated Rental Rep team while nurturing a personal set of key client partnerships. As a hands-on commercial leader, this role involves fostering a high-performing team, mentoring both new and seasoned Rental Representatives, and ensuring accountability for tangible portfolio growth. The Vice President also oversees senior client engagements, supports high-impact business opportunities, and collaborates closely with the Executive Vice President of Rentals on financial, operational, and client matters.

Key Responsibilities

• Build a Rental Rep team aligned with growth potential by recruiting individuals with pertinent industry expertise, strong relationship-building skills, motivation, and potential for growth.
• Create a balanced team comprising both novice and experienced representatives guided by market demand, client requirements, and portfolio expansion opportunities.
• Regularly assess Rep performance and take appropriate actions if expectations are not met.
• Define clear performance expectations related to relationships, revenue, and portfolio growth for each team member.
• Provide coaching on client acquisition, account planning, negotiation tactics, opportunity management, and portfolio development.
• Hold regular strategy sessions with team members to review opportunities, performance metrics, and challenges.
• Facilitate connections between Reps and relevant leads or industry contacts, and participate in critical client meetings to bolster support.
• Cultivate a results-driven culture emphasizing measurable outcomes, accountability, and ongoing improvement.
• Conduct weekly team meetings and mediate conflicts or concerns related to client ownership and service quality.
• Maintain and expand a personal portfolio of senior, strategic, or high-value clients using established networks to generate opportunities for the team and self.
• Lead or assist senior client interactions, including presentations, negotiations, and account development plans.
• Develop relationships with lighting designers, production managers, producers, company principals, and other key decision-makers.
• Identify situations where personal involvement maximizes business acquisition, relationship enhancement, or Rep support.
• Collaborate with Project Management and Operations teams to ensure client needs are met effectively.
• Oversee financial performance by analyzing revenue, commissions, billing, and portfolio metrics with the team.
• Identify underperforming clients and financial issues, and guide approaches to improve portfolio health.
• Approve compensation draws, and recommend adjustments aligned with performance and business conditions.
• Coordinate with revenue and billing management to resolve financial discrepancies.
• Review contracts for credit and operational risk, escalating critical issues to executive leadership.
• Engage Executive Vice President on matters including collections, insurance claims, and significant client concerns.

Candidate Profile and Expectations

This role demands extensive background in entertainment lighting rentals, live production, or a closely related sector. The successful candidate must integrate client management, technical insight, rental operations, execution, and financial accountability seamlessly.

The Vice President is expected to rapidly create value through a strong industry network, active personal business development, and driving team growth. Beyond management, the role involves hands-on client engagement and direct participation in critical business activities.

Operating with considerable autonomy, the incumbent must adeptly balance various responsibilities including account growth, coaching, recruitment, financial oversight, and client relationship management. Frequent travel for client meetings, presentations, site visits, and industry events is required.

Personal and Professional Qualities

• Demonstrated leadership skills with capacity to mentor, inspire, and hold a team accountable.
• Deep knowledge of the entertainment lighting or live-production rental industry paired with a strong network.
• Proven success in expanding a personal business portfolio and supporting a team’s sales growth.
• Strong commercial insight, including the ability to analyze commission, revenue, billing, and portfolio performance.
• Focus on building trust with clients, colleagues, and executive leadership.
• Strategic thinker with the ability to make informed decisions concerning people, clients, and business risks.
• Effective communicator and negotiator capable of engaging senior decision-makers confidently.
• High ethical standards and commitment to safeguarding company financial and contractual interests.
• Comprehensive understanding of entertainment lighting equipment, rental services, and operational execution needs.