Territory Sales Manager

Mobile Mini - Columbus, OH

Full-time - Entry Level

Columbus, OH

1,001-5,000 employees

Real Estate

About the position

The Territory Sales Manager at WillScot is a pivotal role responsible for maximizing the company's market share within a designated territory. This position involves a strategic approach to sales, focusing on high-volume outbound prospecting and converting inbound inquiries into successful activations. The Territory Sales Manager will develop and execute a comprehensive sales plan aimed at achieving and exceeding sales targets for various products, including Containers, Ground Level Offices, Singlewide Modular Structures, and Complex Modular Structures in select markets. Approximately 40% of the role will be dedicated to outbound prospecting, 30% to converting inbound inquiries, and the remaining time will be spent on account development and customer visits. In this role, the manager will identify and prioritize potential customers and market segments, maintaining a robust sales pipeline to convert leads into sales. Building and maintaining strong customer relationships is crucial, achieved through regular communication, site visits, and exceptional service. The manager will utilize the SalesForce CRM system to track performance and manage customer interactions effectively. Additionally, the Territory Sales Manager will conduct market analysis to stay informed about industry trends and competitor activities, providing valuable feedback to the management team. The role also involves preparing competitive price quotes, negotiating sales agreements, and collaborating with internal teams to ensure seamless order processing and delivery. Reporting and documentation of sales activities and forecasts are essential components of the job, along with collaboration with cross-functional teams to ensure customer satisfaction and successful project execution.

Responsibilities

• Develop and execute a strategic sales plan to achieve and exceed sales targets for Containers, Ground Level Offices, Singlewide Modular Structures, and Complex Modular Structures.
• Spend approximately 40% of time on outbound prospecting, 30% on inbound inquiry conversion, and the balance on account development and customer visits.
• Identify and prioritize potential customers, industries, and market segments for business development.
• Maintain a robust sales pipeline and work towards converting leads into successful sales.
• Pursue high volume 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 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 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.

Requirements

• High school degree, GED, or applicable experience.
• 1 year of outbound prospecting experience, or 1 year experience at WillScot.
• Willingness and ability to travel 10%-20% to conduct field visits with important customers (little to no overnight travel).
• Demonstrated professional communications (written and spoken).
• Experience effectively using Microsoft Office (including Outlook, Word, Excel) and virtual meeting platforms such as Zoom and Teams.

Nice-to-haves

• Experience in a high-volume, transactional sales cycle.
• Experience with leasing.
• Consultative, solution selling approach.

Benefits

• Industry-leading pay and benefits.
• Opportunities for development and upward mobility.
• Investment in the communities served.