Territory Sales Manager

Mobile Mini - Philadelphia, PA

Full-time - Entry Level

Philadelphia, PA

1,001-5,000 employees

Real Estate

About the position

The Territory Sales Manager at WillScot is a pivotal role responsible for maximizing sales within a designated territory through a combination of high-volume outbound prospecting and effective conversion of inbound inquiries. This position is integral to achieving activations and driving sales growth for a range of products including Containers, Ground Level Offices, Singlewide Modular Structures, and Complex Modular Structures in select markets. The role requires a strategic approach to sales, with approximately 40% of the time dedicated to outbound prospecting, 30% to converting inbound inquiries, and the remaining time focused on account development and in-person customer engagements. In this role, the Territory Sales Manager will develop and execute a comprehensive sales plan aimed at exceeding sales targets. This involves identifying and prioritizing potential customers and market segments, maintaining a robust sales pipeline, and converting leads into successful sales. Building and maintaining strong customer relationships is crucial, as the manager will engage in regular communication, site visits, and provide exceptional customer service. Understanding customer needs and offering tailored solutions is key to fostering long-lasting relationships. The position also entails conducting market analysis to stay informed about industry trends and competitor activities, which will aid in identifying growth opportunities. The Territory Sales Manager will employ a consultative selling approach to maximize pricing and prepare competitive quotes for potential customers. Additionally, the role involves maintaining detailed records of sales activities and generating reports on sales performance for management review. Collaboration with cross-functional teams is essential to ensure customer satisfaction and successful project execution, making teamwork a vital aspect of this position.

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 in-person 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 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 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 communication skills (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.