WS - Product Sales Manager

At WillScot, our team of nearly 5,000+ people makes our company a Great Place to Work®. We believe our people give us a competitive advantage in the industry. Our differentiation begins with our values, lived through our employees and aligned to the needs of our customers and communities. From day one, we invest in your growth and future, while giving back to the communities we serve.

As North America’s leading provider of complete temporary space solutions, we serve customers across 260+ locations in the United States, Canada, and Mexico, delivering innovative flexible workspace and portable storage solutions tailored to their timeline and project.

About the role

The Product Sales Manager (PSM) maximizes share of the specialty products portfolio across an assigned account, geography, or product line. This role drives, builds, and maintains strong revenue streams for designated products and fuels product line growth through effective sales strategies.

Responsibilities

• Drive core product revenue and value-added revenue within one or more assigned product lines, including:
  • Complex modular structures
  • Refrigerated (cold-storage) storage containers
  • Clearspan structures (fabric buildings and industrial tents)
  • Blast-resistant modular structures
• Allocate approximately 50% of time to customer visits and account development, 25% to outbound prospecting, and 25% to inbound inquiry conversion.
• Achieve weekly, monthly, and 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 collaborate 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 delivering an exceptional customer experience.
• Develop and maintain in-depth knowledge of assigned product lines and understand existing product applications and prospects.
• Act as a point of contact for specialty customers, ensuring satisfaction with products or services.
• Leverage the WillScot value proposition across the portfolio and market.
• Conduct market analysis and planning to identify opportunities within vertical markets with customers and prospects.
• Creatively mine for potential prospects and applications; research target industries, understanding goals, challenges, and opportunities.
• Create plans that outline objectives, strategies, and action plans for the assigned portfolio and territory.
• Monitor progress against plans and adjust strategies as needed.
• Build and nurture strong, long-term relationships with key decision-makers and stakeholders within 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 high-quality product or service delivery 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 seamless execution at the national and local level for customers.
• Utilize the Salesforce CRM system to track performance and manage customers collaboratively.
• Perform additional duties and functions as assigned.

Requirements

• High school diploma required; college degree in an applicable subject area preferred.
• Minimum of three years of outbound sales experience or two years of WillScot experience.
• Salesforce CRM proficiency preferred.
• Willingness to travel up to 30% to conduct field visits with important customers (some overnight travel).

Skills

• Experience in high-volume, transactional sales cycle and leasing.
• Consultative, solution-selling mindset.
• Experience with strategic account management and development.
• Demonstrated high-level, 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 and Teams.

Physical Requirements

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

Schedule

This is an in-office role; not hybrid. Travel, including overnights, up to 30%.

Pay

The annual total compensation for this position is typically between $100,000 to $170,000 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, performance rewards, or other incentive programs