Territory Sales Manager

About the job

As a Territory Sales Manager at WillScot, you'll drive growth within your assigned territory by increasing market share through high-volume outbound calling and phone-based prospecting that converts opportunities into revenue-generating activations.

Responsibilities

• Develop and execute a strategic sales plan to achieve and exceed sales targets for Containers, Ground Level Offices, Singlewide Modular Structures, and value-added products.
• Allocate approximately 40% of time to outbound prospecting, 30% to converting inbound inquiries, and the remaining time to account development, preparing estimates and bids, reviewing order details, and coordinating internally to ensure accurate quoting and on-time delivery.
• Spend roughly 80% of time engaging customers remotely via phone and email, with 20% in the field developing relationships and supporting business growth.
• Identify, prioritize, and pursue target customers, industries, and market segments to drive new business development and long-term revenue opportunities.
• 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.
• Build and maintain strong, long-lasting customer relationships through regular communication via phone and exceptional customer service, with the opportunity to go into the field once or twice a month.
• 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.
• 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.
• Employ a consultative selling approach 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/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.

Qualifications

• Basic Qualifications: Bachelor’s degree or 1+ year of phone-based sales experience, willingness and ability to work onsite at the Round Rock, TX branch approximately 80% of the time, ability to perform a predominantly phone-based sales role, with occasional field visits required 20% of the time.
• Preferred Qualifications: Experience working in high-volume, phone-based sales environments with transactional sales cycles and/or leasing models, demonstrated consultative, solution-selling mindset with the ability to uncover needs and recommend value-driven solutions, experience with strategic account management and territory development, strong, professional verbal and written communication skills, high level of comfort interacting with all levels of an organization, proficiency with Microsoft Office Suite and virtual meeting platforms such as Teams and Zoom, experience with Salesforce or related CRM.