Vice President of Rental Reps

Job Purpose

Drives the financial growth of an assigned Rental Rep team while maintaining and developing a personal portfolio of key client relationships.

The Vice President, Rentals is a hands-on commercial leader responsible for building a high-performing Rep team, developing both new and established Rental Reps, and holding each Rep accountable for measurable portfolio growth. The VPR also manages senior client relationships, supports significant business opportunities, and partners with the Executive Vice President of Rentals on key financial, operational, and client matters.

Success in this role is measured by the combined growth of the VPR’s personal business and the Rental Reps under their leadership.

Responsibilities

1. Assembles a Rental Rep team based on growth opportunities by:

• Recruiting and selecting Rental Reps who demonstrate industry knowledge, relationship-building ability, motivation, and growth potential.
• Building a balanced team of new and established Reps based on market opportunities, client needs, and portfolio-growth potential.
• Evaluating Rep performance and making timely decisions when results or expectations are not being met.

1. Drives the growth and development of the Rental Rep team by:

• Establishing clear written relationship, revenue, and portfolio-growth expectations for each Rep.
• Coaching Reps on client development, account strategy, negotiations, opportunity management, and portfolio growth.
• Meeting regularly with Reps to review strategies, active opportunities, performance, and business challenges.
• Connecting Reps with leads and industry relationships and accompanying them on key client meetings or presentations when senior support can strengthen an opportunity.
• Fostering a results-oriented culture where measurable performance, accountability, and continuous improvement define success.
• Hosting weekly team meetings and resolving Rep conflicts, client-ownership concerns, and other issues affecting growth or client service.

1. Maintains key client relationships and drives business development:

• Maintaining and growing a personal portfolio of senior, strategic, or high-value client relationships.
• Using an established industry network to generate opportunities for both the VPR and the Rental Rep team.
• Leading or supporting senior-level client conversations, presentations, negotiations, and account-development strategies.
• Building relationships with lighting designers, production managers, producers, company principals, and other key decision-makers.
• Determining where direct VPR involvement will have the greatest impact on securing business, strengthening a relationship, or supporting a Rep.
• Partnering with Project Management and Operations to ensure client expectations can be delivered successfully.

1. Oversees financial performance and key business issues by:

• Reviewing Revex, commission, show, billing, and portfolio-performance reports with Rental Reps.
• Helping Reps identify underperforming clients, financial concerns, and opportunities to improve portfolio performance.
• Reviewing and approving draws and recommending draw, salary, or compensation adjustments based on results and business conditions.
• Partnering with the Revex and Billing Manager to resolve billing-report issues and financial discrepancies.
• Forwarding significant contracts for credit-risk evaluation and reviewing projects with elevated financial, operational, or performance risks.
• Enrolling the Executive Vice President of Rentals in difficult collection matters, insurance claims, significant client concerns, and other key business issues.

Role Expectations

The Vice President, Rentals must have extensive experience within entertainment lighting rentals, live production, or a closely related industry. This person is expected to understand how client relationships, technical knowledge, rental operations, project execution, and financial performance work together.

The VPR must be capable of generating value quickly through an established industry network, personal business development, and the growth of the Reps under their leadership. This is not a role focused solely on supervising activity. The VPR is expected to participate directly in client development, support Reps during meaningful opportunities, maintain personal accounts, and take ownership of the team’s overall financial growth.

The VPR operates with significant independence and must determine how to balance personal account development, Rep coaching, recruiting, financial oversight, and client support. Regular travel is required for client meetings, presentations, job-site visits, Rep support, and industry opportunities.

Personal and Professional Attributes for success in this role

• Strong leadership capacity with the ability to coach, mentor, motivate, and hold experienced professionals accountable.
• Extensive entertainment lighting rental or live-production industry knowledge and an established network of relevant relationships.
• Proven ability to grow a personal book of business and support the growth of a broader sales or Rental Rep team.
• Strong financial and commercial judgment, including the ability to interpret commission, revenue, billing, and portfolio-performance information.
• Relationship-focused and capable of building trust with clients, Rental Reps, operational teams, and executive leadership.
• Strategic, self-directed, and able to make sound decisions regarding people, clients, opportunities, compensation, and business risk.
• A skilled communicator and negotiator who can confidently engage senior industry decision-makers.
• Ethical, trustworthy, and committed to protecting Christie Lites’ financial, contractual, client, and business interests.
• Extensive understanding of entertainment lighting equipment, rental services, and the operational requirements of successful show execution.