WillScot is looking for a Territory Sales Manager to maximize territory share through high-volume outbound prospecting and inbound inquiry conversion to achieve activations. You'll develop a strategic sales plan, build lasting customer relationships, and conduct market analysis to drive growth for our modular structure and container solutions.
What You'll Do
- Develop and execute a strategic sales plan to achieve and exceed sales targets for Containers, Ground Level Offices, Singlewide Modular Structures, Complex Modular Structures, and value-added products.
- Spend approximately 40% of your time on outbound prospecting, 30% on inbound inquiry conversion, and the balance on account development and in-person prospecting or customer visits.
- Identify and prioritize potential customers, industries, and market segments to pursue for business development.
- Maintain a robust sales pipeline and consistently work towards converting leads into successful sales.
- Pursue a high volume of top project and transactional opportunities while offering turnkey space solutions.
- Build and maintain strong, long-lasting customer relationships through regular communication, site visits, and exceptional service.
- Understand customer needs, provide product recommendations, and address inquiries or concerns promptly.
- Collaborate with customers to create tailored solutions that meet their specific container and modular structure requirements.
- Utilize the SalesForce CRM system to track performance and manage customers collaboratively.
- Stay up-to-date with industry trends, market conditions, and competitor activities within your territory.
- Conduct market research and analysis to identify potential opportunities for growth and differentiation.
- Provide feedback to the management team on market insights and customer feedback.
- Employ a consultative selling approach where appropriate to maximize pricing and monthly lease rates.
- Prepare accurate and competitive price quotes for potential customers.
- Negotiate terms and conditions of sales agreements to ensure mutually beneficial outcomes.
- Collaborate with internal teams to ensure seamless order processing and delivery.
- Maintain detailed records of sales activities, customer interactions, and sales forecasts using CRM software.
- Generate regular reports on sales performance, market trends, and competitor activity for management review.
- Meet daily and weekly expectations on leading indicators to meet trifecta goals.
- Collaborate with cross-functional teams, including operations, logistics, and customer support, to ensure customer satisfaction and successful project execution.
- Provide guidance and support to colleagues when needed to achieve common sales objectives.
- Perform additional duties and functions as assigned.
What We're Looking For
- High school degree, GED, or applicable experience.
- 1 year of outbound prospecting experience OR 1 year of experience at WSMM.
- Willingness and ability to travel 10%-20% to conduct field visits with important customers, with little to no overnight travel.
- Experience in high-volume, transactional sales cycles and leasing.
- Possess a mindset of consultative, solution selling.
- Experience with strategic account management and development.
- Demonstrated high level and professional communication skills, both written and verbal.
- High degree of comfort presenting at all levels of an organization, from construction site to boardroom.
- High level proficiency with Microsoft Office Suite including virtual meeting platforms such as Zoom and Teams.
- Ability to sit, stand, walk, etc., for an office environment; ability to be on phones for the majority of the business day.
Nice to Have
- College degree.
Technical Stack
- SalesForce CRM
- Microsoft Office Suite
- Zoom
- Teams
Team & Environment
You'll collaborate with cross-functional teams, including operations, logistics, and customer support, to ensure customer satisfaction and successful project execution.
Benefits & Compensation
- Medical, dental, and vision insurance
- Disability insurance
- Life insurance
- Paid time off including Company holidays
- Tuition reimbursement
- Retirement savings plan with company match
- Variable pay opportunities including commission, bonus, performance rewards, or other incentive programs
Work Mode
This is an onsite position.
We are an Equal Opportunity Employer. Veterans and individuals with disabilities are encouraged to apply.
