Territory Sales Manager

Territory Sales Manager

At WillScot (NASDAQ WSC), our 4000+ people are at the heart of everything we do. In addition to providing industry-leading pay and benefits, we provide opportunities for development and upward mobility, while investing in the communities we serve. We are the undisputed leader in providing innovative flexible workspace and portable storage solutions, serving an incredible range of customers across all industries from 240+ locations across the United States, Canada, and Mexico.

Our values are our foundation. We constantly strive to diversify our teams to ensure we have the best and brightest talent. We're deeply committed to creating an inclusive and equitable workplace where each person can contribute while being their authentic self. Build your future with us!

About The Job

The Territory Sales Manager is responsible for maximizing the share of territory through high volume outbound prospecting and inbound inquiry conversion to achieve activations.

What You'll Be Doing

Sales Growth:

Develop and execute a strategic sales plan to achieve and exceed sales targets for Containers, Ground Level Offices, Singlewide Modular Structures, Complex Modular Structures (in certain markets) and value-added products.

Approximately 40% of time will be spent 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 and value added products.

Customer Relationship Management:

Build and maintain strong, long-lasting customer relationships through regular communication, site visits, and exceptional customer 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 SalesForce CRM system to track performance and manage customers collaboratively.

Market Analysis:

Stay up-to-date with industry trends, market conditions, and competitor activities within the 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.

Quoting and Pricing:

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.

Reporting and Documentation:

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/weekly expectations on leading indicators to meet trifecta goals.

Team Collaboration:

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.

Additional Duties and Functions as assigned

Education And Qualifications

Required Education and Experience:

High school degree, GED or applicable experience; college degree preferred.

1 year of outbound prospecting experience OR 1 year experience at WSMM

Willingness and ability to travel 10%-20% to conduct field visits with important customers (little to no overnight travel).

Required Skills and Abilities: Experience in high-volume, transactional sales cycle and leasing. Possess mindset of consultative, solution selling approach Experience with strategic account management and development. Demonstrated high level and professional communication (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, Teams, etc.

Physical Requirements: Ability to sit, stand, walk, etc., for office environment; ability to be on phones majority of business day.

Work Environment: This is an in office role; not hybrid.