Jeff Cowles
Tulsa
Summary
Results-driven strategic sales professional with 30 years of experience driving revenue growth, developing high-value customer relationships, and managing complex accounts in the heavy equipment and construction rental industry. Proven ability to identify and secure major project opportunities, negotiate agreements, and grow multi-million-dollar accounts. Skilled at strategic account planning, pipeline management, and cross-functional coordination to deliver profitable results and exceptional customer experiences. Recognized for consistently increasing revenue, expanding territories, and building long-term partnerships with contractors, industrial clients, and infrastructure developers. Adept at working with CRM platforms, analyzing market opportunities, and executing sales strategies that drive market share and sustained growth.
Overview
26
26
years of professional experience
Work History
Strategic Account Manager
United Rentals
Tulsa
01.2005 - Current
- Grew book of business from $1 million to approximately $25 million in annual revenue through strategic account development and market expansion.
- Lead strategic sales initiatives and manage high-value construction and industrial accounts across Oklahoma and surrounding markets.
- Consistently exceeded territory growth objectives through proactive prospecting, strategic planning, and customer engagement.
- Identified new business opportunities and expanded customer relationships to drive rental and equipment sales growth.
- Developed major contractor relationships, managing accounts generating $1M–$8M+ in annual revenue.
- Utilized Salesforce CRM to manage pipeline, track opportunities, forecast revenue, and support data-driven territory planning.
- Coordinated with branch leadership and operations to ensure equipment availability and support delivery logistics for large project needs.
- Mentored and trained Outside Sales Representatives (OSRs) and Inside Sales Representatives (ISRs) on sales strategy, product knowledge, and territory development.
- Assisted in launching new markets that resulted in additional store openings in Muskogee and McAlester, Oklahoma.
Product Support Sales Representative
Darr Equipment Company
Tulsa
01.2001 - 01.2005
- Achieved four consecutive years of sales growth through aggressive prospecting and strategic territory development.
- Cultivated new business opportunities and nurtured relationships with over 1,000 construction and industrial customers in northeastern Oklahoma.
- Provided equipment application guidance, service planning, and operational solutions to enhance customer satisfaction and optimize equipment use.
- Structured service contracts, total maintenance agreements, and financing options for heavy equipment customers.
Territory Manager
White Star Machinery
01.2000 - 01.2001
- Increased territory sales for five consecutive years through targeted marketing initiatives and strategic customer engagement.
- Managed equipment sales and developed accounts in northeastern and northwestern Oklahoma markets, driving revenue growth.
- Generated new business through cold calling, contractor outreach, and relationship-based selling, expanding customer base.
- Maintained a customer portfolio of more than 1,000 accounts across construction and industrial sectors.
Education
Coursework toward Business Management -
Tulsa Community College
Tulsa, OKTulsa, OK
High School -
Daniel Webster High School
Tulsa, OKTulsa, OK
Skills
- Strategic Account Development
- Major Project Sales & Business Development
- Contract Negotiation (MRAs / Service Agreements)
- Executive Relationship Management
- Territory Planning & Pipeline Development
- Bid Management
- CRM & Sales Forecasting (Salesforce)
- Competitive Market Analysis
- Cross-Functional Leadership & Collaboration
- Heavy Equipment Rental & Fleet Utilization
- Construction & Infrastructure Markets
References
Available upon request.
Industry Training
- Allen Engineering – University of Concrete
- Norton Construction Products Sales School
- MBW Compaction Sales Training
- Gorman-Rupp Pumps Sales & Engineering School
- Bobcat Equipment Sales Training
- Franklin Covey – First Things First Time Management
Timeline
Strategic Account Manager
United Rentals
01.2005 - Current
Product Support Sales Representative
Darr Equipment Company
01.2001 - 01.2005
Territory Manager
White Star Machinery
01.2000 - 01.2001
Coursework toward Business Management -
Tulsa Community College
High School -
Daniel Webster High School