Territory Sales Manager

WillScot; Châteauguay; On-site; CAD 112,533 - 196,933; Full time

Benefits offered by this job

Medical insurance

Dental insurance

Vision insurance

Disability insurance

Life insurance

Paid time off

Retirement plan with company match

Job summary

WillScot is seeking a Territory Sales Manager to maximize the territory share through high-volume outbound prospecting and inbound inquiry conversion to drive activations for containers, ground-level offices, and modular structures. You will build a robust sales pipeline and lead with consultative solutions to meet client needs.

You will travel 10–20% for field visits, collaborate with operations and support teams, and contribute to a high-performing sales culture that delivers results and value

Qualifications

• High school diploma or GED; college degree preferred.
• 1 year of outbound prospecting or WSMM experience.
• Willingness to travel 10–20% for field visits.

Responsibilities

• Develop and execute a strategic sales plan to achieve targets for containers, ground level offices and modular structures.
• Spend ~40% on outbound prospecting, ~30% on inbound inquiry conversion, balance on account development and visits.
• Identify and prioritize potential customers and market segments for business development.
• Maintain a robust pipeline and convert leads into sales.
• Provide turnkey space solutions and value-added products; negotiate terms.
• Collaborate with internal teams to ensure seamless order processing and delivery.
• Maintain records in CRM and generate regular performance reports.

Skills

high-volume sales

outbound prospecting

consultative selling

account development

strong communication

presenting to leaders

office suite proficiency

Education

High school diploma or GED

College degree preferred

Tools

SalesForce CRM

Microsoft Office Suite

Zoom/Teams

Job description

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.

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

The posting is for a(n) Existing Position.

Base Wage Range: $45,800.00 - $61,900.00. Individual rates are based on a variety of factors such as degrees or certifications, skill-level and years of experience, and include considerations such as expected overtime and variable compensation pay such as bonus or commission.

All regular WillScot positions offer a generous benefits package to help our employees and their families Be Well. This includes medical, dental, vision, disability, life insurance, paid time off (including Company holidays), tuition reimbursement, a retirement savings plan with company match, and more! More information about benefits may be found here. Many positions also have variable pay opportunities including commission, bonus, performance rewards, or other incentive programs.

We are an Equal Opportunity Employer. Veterans and individuals with disabilities are encouraged to apply.

Disclaimer: This posting describes the general nature and level of work performed and does not represent an exhaustive list of responsibilities, duties, skills, or physical abilities required. Team members may be required to perform duties outside normal responsibilities from time to time as needed.