Job Description
Market Sales Manager
At WillScot (NASDAQ WSC), our 4000+ people are at the heart of everything we do. In addition to providing industry-leading pay and benefits, we provide opportunities for development and upward mobility, while investing in the communities we serve. We are the undisputed leader in providing innovative flexible workspace and portable storage solutions, serving an incredible range of customers across all industries from 240+ locations across the United States, Canada, and Mexico.
Our values are our foundation. We constantly strive to diversify our teams to ensure we have the best and brightest talent. We’re deeply committed to creating an inclusive and equitable workplace where each person can contribute while being their authentic self. For more about WillScot and who we are, click here. Build your future with us!
ABOUT THE JOB:
The Market Sales Manager (MSM) is accountable for the Commercial performance of an MSA (Metropolitan Statistical Area) and effectively managing all Sales teams in the Market to achieve the revenue plan. The Market Sales Manager conducts daily productivity reviews, monitors sales activities, provides coaching and training, and operates effectively in a matrixed structure with the Division Commercial leader and the General Manager to ensure alignment of resources and results.
WHAT YOU'LL BE DOING:
- Focus on driving the main Company priorities of growing Unit Lease Revenue, increasing Value Added Products & Services (VAPS) by selling our space solutions turnkey and delighting our customer with best customer service.
- Motivate, manage, and hold a team of sales professionals accountable to meet and exceed the Revenue plan by increasing Volume, Rates and VAPS performance in assigned territories. Provide frequent feedback regarding performance and determine training needs.
- Assess competitive landscape, understand market dynamics and industry trends. Collaborate with the General Manager to develop marketing and commercial plans to achieve annual plan objectives and increase market presence and penetration.
- Implement pricing strategies and ensure compliance through regular monitoring of price realization and discounting.
- Ensure the development and management of a robust opportunity pipeline including sufficient size, proper movement, accuracy of information and timely follow-up. Monitor closing ratio and lost reasons to address recurring trends and guarantee success.
- Work with sales team to develop and maintain territory and account plans to maximize opportunities and achieve market-operating goals. Participate in Sales & Operations Planning discussions to best anticipate demand and operations capacity needs.
- Manage quote approvals based on level of authority.
- Actively participate in Market and region level recurring meetings (e.g., MMM) to identify and mitigate risk to achieving the quarterly and annual Revenue plan.
- Collaborate closely with team resources to promote a cohesive strategy to align sales objectives with operational fleet and budgetary objectives at a local level.
- Work on consultative sales development, account management, and territory planning to strengthen the top/middle of the sales funnel.
- Use Net Promoter Score (NPS) system to ensure continuous improvement of customer satisfaction and address issues that impact our competitiveness in the MSA.
- Utilize or deploy proactive customer relationship management techniques to “Own the Dirtâ€Â.
- The expectation for this role is that the leader would spend a portion of their time in the field meeting with customers.
EDUCATION AND QUALIFICATIONS:
- Bachelor's degree in Business, Marketing or a related ï¬eld.
- 5+ years of successful sales management experience with proven results. Experience in a leasing business, logistics, asset/facility management or other construction-related industry is a plus.
- Preferred internal candidates will have demonstrated success in a Regional Sales Manager, Territory Sales Manager, Inside Sales Manager, or Branch Manager role.
- Ability to thrive in a highly dynamic, entrepreneurial, time-sensitive, collaborative environment.
- Experience hiring, assessing, coaching, and developing strong team members.
- Strong business application skills including MS Word/Excel/PowerPoint/Outlook
- Proï¬ciency with Salesforce or other CRM. Capability to pull and analyze data for insights on sales performance. Experience with Tableau, or other reporting tools is a plus.
- The Sales Manager must be able to verbally communicate with employees, co-workers, and customers in person and by phone. This role performs regularly in a construction-like environment and requires the ability to sit, stand and move about the various work environments to manage the sales team. Lifting or pushing 10 to 25 pounds is often required
- Ability to travel ~30-50% of the time is required. Market Sales Managers are required to live within the market they support.
- A valid driver's license is necessary.
Disclaimer: This posting describes the general nature and level of work performed and does not represent an exhaustive list of responsibilities, duties, or skills required. Collaboration and teamwork drive our success. Team members may be required to perform duties outside normal responsibilities from time to time as needed.
All regular WillScot Holdings Corp. positions offer generous benefits including medical, dental, vision, disability and life insurance, paid time off, Company holidays, tuition reimbursement, and 401(k) with match. Most positions also have variable pay opportunities including commission or bonus, performance rewards, or incentive programs. More information about benefits may be found here.
WillScot provides equal employment opportunities to employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.
WillScot embraces diversity and is committed to equal opportunity in all aspects of employment, including recruiting, hiring, promotion, termination, leaves of absence, compensation, and training. We are focused on building teams that include a variety of backgrounds, lived experiences, and skills. The more inclusive we are, the stronger we will be!
Nearest Major Market: Indianapolis
Job Segment: CRM, Sales Management, Relationship Manager, Outside Sales, Inside Sales, Technology, Sales, Customer Service
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