Territory Sales Manager

Mobile Mini - Albuquerque, NM

Full-time - Entry Level

Albuquerque, NM

1,001-5,000 employees

Real Estate

About the position

The Territory Sales Manager at WillScot is a pivotal role focused on maximizing the company's market share within a designated territory. This position is primarily responsible for driving sales growth through a combination of outbound prospecting and inbound inquiry conversion, ultimately aiming to achieve high activation rates for various products including Containers, Ground Level Offices, and Modular Structures. The role requires a strategic approach to sales, where approximately 40% of the time will be dedicated to outbound prospecting, 30% to converting inbound inquiries, and the remaining time to account development and customer visits. In this role, the Territory Sales Manager will identify and prioritize potential customers and market segments, maintaining a robust sales pipeline to convert leads into successful sales. Building and nurturing strong customer relationships is essential, as the manager will engage in regular communication, site visits, and provide exceptional customer service. Understanding customer needs and offering tailored solutions is a key aspect of the job, supported by the use of SalesForce CRM to track performance and manage customer interactions effectively. Market analysis is another critical responsibility, requiring the manager to stay informed about industry trends, competitor activities, and market conditions. This knowledge will aid in identifying growth opportunities and providing valuable feedback to the management team. The role also involves quoting and pricing, where a consultative selling approach is employed to maximize pricing and lease rates, alongside preparing competitive price quotes and negotiating sales agreements. Reporting and documentation are vital components of the position, with the manager expected to maintain detailed records of sales activities and generate regular performance reports. Collaboration with cross-functional teams, including operations and customer support, is essential to ensure customer satisfaction and successful project execution. Overall, the Territory Sales Manager plays a crucial role in driving sales success and contributing to the company's growth objectives.

Responsibilities

• Develop and execute a strategic sales plan to achieve and exceed sales targets for Containers, Ground Level Offices, and 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.
• Build and maintain strong, long-lasting customer relationships through regular communication and exceptional customer service.
• Understand customer needs and provide tailored product recommendations.
• Utilize SalesForce CRM to track performance and manage customer interactions.
• Stay up-to-date with industry trends, market conditions, and competitor activities within the territory.
• Conduct market research and analysis to identify potential growth opportunities.
• Prepare accurate and competitive price quotes for potential customers and negotiate sales agreements.
• Maintain detailed records of sales activities and generate regular reports on sales performance.

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% for field visits with important customers.
• Demonstrated professional communication skills, both written and spoken.
• Experience effectively using Microsoft Office (Outlook, Word, Excel) and virtual meeting platforms (Zoom, Teams).

Nice-to-haves

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