Territory Sales Manager

WillScot; Warren (MI); On-site; USD 80,000 - 140,000; Full time

Benefits offered by this job

Medical

Dental

Vision

Disability

Life insurance

Paid time off

Tuition reimbursement

Retirement plan with company match

Commission/bonus opportunities

Job summary

WillScot is seeking a Territory Sales Manager in Warren, MI to maximize territory share through outbound prospecting and inbound inquiry conversion, while developing accounts and visiting customers. You will manage pricing, negotiate terms, and coordinate with internal teams to deliver turnkey space solutions.

The role emphasizes relationship-building, market analysis, and utilization of Salesforce CRM, with a strong focus on meeting sales targets and delivering value-added products.

Qualifications

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

Responsibilities

• 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.
• 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
• 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 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.
• 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.

Skills

High-volume sales

Leasing

Consultative selling

Strategic account management

Communication skills

MS Office / Zoom

Education

High school diploma or GED

College degree preferred

Tools

Salesforce CRM

Job description

At WillScot, our team of nearly 5000+ people makes our company a Great Place to Work® and we believe our people are what give us a competitive advantage in the industry. Our differentiation begins with our values, which are lived through our employees and aligned to the needs of our customers and communities. From day one, we invest in your growth and your future, while giving back to the communities we serve. Learn more about WillScot and who we are, here.

As North America’s leading provider of complete temporary space solutions, we have helped customers across 260+ locations in the United States, Canada, and Mexico, get the innovative flexible workspace and portable storage solutions that are right for their timeline and their project, Right From the Start. Learn More.

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.

Sales Growth

WHAT YOU'LL BE DOING:

• 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.

Education And Qualifications

Additional Duties and Functions as assigned

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.

This posting is for a(n) Existing Position.

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.

All regular WillScot positions offer a generous benefits package to help our employees and their families Be Well.

• medical
• dental
• vision
• disability
• life insurance
• paid time off (including Company holidays)
• tuition reimbursement
• a retirement savings plan with company match
• and more!
• variable pay opportunities including commission, bonus, performance rewards, or other incentive programs

More information about benefits may be foundhere.

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