Territory Sales Manager

Williams Scotsman - Monroe, WA

Full-time - Mid Level

Monroe, WA

1,001-5,000 employees

Real Estate

About the position

The Territory Sales Manager at WillScot is a pivotal role focused on maximizing market share within a designated territory through strategic sales initiatives. This position is integral to the company's mission of providing innovative flexible workspace and portable storage solutions. The Territory Sales Manager will be responsible for developing and executing a comprehensive sales plan aimed at achieving and exceeding sales targets across various product lines, including Containers, Ground Level Offices, Singlewide Modular Structures, and Complex Modular Structures. The role requires a proactive 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 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 will be key to success in this position. The Territory Sales Manager will also conduct market analysis to stay informed about industry trends and competitor activities, providing valuable insights to the management team. A consultative selling approach will be employed to maximize pricing and lease rates, with responsibilities including preparing competitive price quotes and negotiating sales agreements. The role involves maintaining detailed records of sales activities and generating reports on performance and market trends for management review. Collaboration with cross-functional teams is crucial to ensure customer satisfaction and successful project execution, making this position a dynamic and integral part of the WillScot sales team.

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 high volume 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 requirements.
• Utilize SalesForce CRM system to track performance and manage customer relationships.
• 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 management 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.

Requirements

• Proven experience in sales, preferably in the construction or modular building industry.
• Strong understanding of sales principles and customer relationship management.
• Excellent communication and interpersonal skills to build and maintain relationships with customers.
• Ability to analyze market trends and identify business opportunities.
• Proficiency in using CRM software, particularly SalesForce, for tracking sales activities and customer interactions.
• Strong negotiation skills and the ability to close deals effectively.
• Self-motivated with a results-driven approach and the ability to work independently.

Nice-to-haves

• Experience in the modular construction industry.
• Familiarity with market analysis and competitive research techniques.
• Ability to work collaboratively in a team environment.

Benefits

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