Territory Sales Manager

About the Role

As a Territory Sales Manager at WillScot, you will maximize territory share through high-volume outbound prospecting and inbound inquiry conversion to achieve activations. You will develop and execute a strategic sales plan targeting Containers, Ground Level Offices, Singlewide Modular Structures, Complex Modular Structures (in certain markets), and value-added products.

Responsibilities

• Develop and execute a strategic sales plan to achieve and exceed sales targets, with approximately 40% of time spent on outbound prospecting, 30% on inbound inquiry conversion, and the balance on account development and in-person visits.
• Identify and prioritize potential customers, industries, and market segments for business development.
• Maintain a robust sales pipeline and convert leads into successful sales.
• Pursue high-volume project and transactional opportunities while offering turnkey space solutions and value-added products.
• Build and maintain strong 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 for their container and modular structure requirements.
• Utilize SalesForce CRM to track performance and manage customers collaboratively.
• Stay up-to-date with industry trends, market conditions, and competitor activities within the territory.
• Conduct market research and analysis to identify growth opportunities and provide feedback to management.
• Employ a consultative selling approach to maximize pricing and monthly lease rates.
• Prepare accurate and competitive price quotes and negotiate terms of sales agreements.
• 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.
• Meet daily/weekly expectations on leading indicators to achieve trifecta goals.
• Collaborate with cross-functional teams, including operations, logistics, and customer support, to ensure customer satisfaction.
• Perform additional duties and functions as assigned.

Requirements

• High school degree, GED, or applicable experience; college degree preferred.
• 1 year of outbound prospecting experience OR 1 year of experience at WillScot Mobile Mini (WSMM).
• Willingness and ability to travel 10%-20% for field visits with important customers (little to no overnight travel).

Skills

• Experience in high-volume, transactional sales cycle and leasing.
• Consultative, solution-selling mindset.
• Experience with strategic account management and development.
• Professional communication skills (written and verbal).
• Comfort presenting at all levels of an organization (from construction site to boardroom).
• High proficiency with Microsoft Office Suite and virtual meeting platforms (Zoom, Teams, etc.).

Physical Requirements

• Ability to sit, stand, and walk in an office environment.
• Ability to be on the phone for the majority of the business day.

Work Environment

This is an in-office role; not hybrid.

Pay

The annual total compensation for this position is typically between $80,000 to $140,000, including commission. There is no cap on variable incentive earning opportunities.

Benefits

• Medical, dental, and vision insurance.
• Disability and life insurance.
• Paid time off, including company holidays.
• Tuition reimbursement.
• Retirement savings plan with company match.
• Variable pay opportunities, including commission, bonus, and performance rewards.