Product Sales Manager

About the role

The Product Sales Manager (PSM) is responsible for maximizing share of specialty products portfolio across an assigned account, geography, or product line. This role is responsible for driving, building, and maintaining strong revenue streams for designated products, and driving product line growth through effective sales strategies.

Responsibilities

• Drive core product revenue and value-added revenue within one or more assigned product lines including, but not limited to: Complex modular structures, Refrigerated (cold-storage) storage containers, Clearspan structures (fabric buildings and industrial tents), Blast-resistant modular structures.
• Achieve weekly/month/annual KPI goals and objectives including calls, quotes, activations, volume, revenue and VAP penetration.
• Develop and execute product and account-specific sales strategies to achieve revenue and growth targets.
• Identify upsell and cross-sell opportunities and work closely with the sales team to close deals.
• Work with Local and Branch management teams to grow unit on rent, Essentials penetration, total revenue, and share of wallet while providing an exceptional customer experience.
• Develop and maintain in-depth knowledge of assigned product lines.
• Understand existing product applications and prospects.
• Act as a point of contact for specialty customers, ensuring satisfaction with our products or services.
• Leverage WillScot value proposition across portfolio and market.
• Conduct market analysis and planning to identify opportunities within vertical markets with our customers and prospects.
• Creatively mine for potential prospects and applications; researching target industries, understanding goals, challenges, and opportunities. Create plans that outline objectives, strategies, and action plans for assigned portfolio and territory.
• Maintain progress against plans and adjust strategies as needed.
• Build and nurture strong, long-term relationships with key decision-makers and stakeholders within the assigned accounts.
• Regularly engage with clients to understand their evolving needs and provide tailored solutions.
• Collaborate with internal teams including marketing, product development and customer support to ensure the delivery of high-quality products or services to key accounts.
• Communicate strategy or portfolio information and updates to relevant teams within the organization.
• Collaborate with commercial and operational partners to ensure awareness and the ability to execute seamlessly at the national and local level for customers.
• Utilize Salesforce CRM system to track performance and manage customers collaboratively.

Qualifications

• High School diploma required; college degree in applicable subject area preferred.
• Minimum of three years of outbound sales experience or two years of WillScot experience.
• Strong Salesforce CRM proficiency preferred.
• Willingness to travel up to 30% to conduct field visits with important customers (some overnight travel).
• Experience in high-volume, transactional sales cycle and leasing.
• Possess a 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.

Education and Experience

Required Education and Experience: High School diploma required; college degree in applicable subject area preferred. Minimum of three years of outbound sales experience or two years of WillScot experience.