Job Description
Product 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 Product Sales Manager is responsible for maximizing share of specialty products portfolio across an assigned account, geography, or product line. This role is responsible for driving, building, and maintaining strong revenue streams for designated products, and driving product line growth through effective sales strategies.
WHAT YOU'LL BE DOING:
Drive core product revenue and value-added revenue within one or more assigned product lines including, but not limited to:
- Complex modular structures
- Refrigerated (cold-storage) storage containers
- Clearspan structures (fabric buildings and industrial tents)
- Blast-resistant modular structures
Approximately 50% of time will be spent conducting customer visits and account development, 25% on outbound prospecting, and 25% on inbound inquiry conversion
Achieve weekly/monthly/annual KPI goals and objectives including calls, quotes and activations, volume, revenue, and VAP penetration
Product Knowledge:
- Develop and maintain in-depth knowledge of assigned product lines
- Understand existing product applications and prospects
- Act as a point of contact for specialty customers, ensuring satisfaction with our products or services.
- Leverage WillScot value proposition across portfolio and market
Account Planning:
- Conduct market analysis and planning to identify opportunities within vertical markets with our customers and prospects.
- Creatively mine for potential prospects and applications; researching target industries, understanding goals, challenges, and opportunities. Create plans that outline objectives, strategies, and action plans for assigned portfolio and territory.
- Monitor progress against plans and adjust strategies as needed.
Sales and Revenue Growth:
- Develop and execute product and account-specific sales strategies to achieve revenue and growth targets.
- Identify upsell and cross-sell opportunities and work closely with the sales team to close deals.
- Work with Local and Branch management teams to grow unit on rent, Essentials penetration, total revenue, and share of wallet while providing an exceptional customer experience.
Relationship Building:
- Build and nurture strong, long-term relationships with key decision-makers and stakeholders.
- Regularly engage with clients to understand their evolving needs and provide tailored solutions.
Communication and Collaboration:
- Collaborate with internal teams, including marketing, product development, and customer support, to ensure the delivery of high-quality products or services.
- Communicate strategy or portfolio information and updates to relevant teams within the organization.
- Collaborate with commercial and operational partners to ensure strategy awareness and the ability to execute seamlessly at the national and local level for customers.
- Utilize SalesForce CRM system to track performance and manage customers collaboratively
EDUCATION AND QUALIFICATIONS:
- High school degree, GED or applicable experience
- 5 years of outbound sales experience focused on technical products or solution selling
- OR 3 years experience at WS
- Willingness and ability to travel 25%-40% to conduct field visits with important customers (some overnight travel)
- Demonstrated professional communications (written and spoken)
- Comfort presenting at all levels of an organization including C-suite
- Experience effectively using Microsoft Office (including Outlook, Word, Excel) and virtual meeting platforms such as Zoom, Teams, etc.
Preferred Requirements:
- Experience cross-selling
- Experience with leasing
- Consultative, solution selling approach
#LI-KH1
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.
Salary Range: $64,700.00 - $90,600.00
Individual rates are based on a variety of factors such as degrees or certifications, skill-level and years of experience, and include considerations such as expected overtime and variable compensation pay such as bonuses or commission.
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: Stockton
Job Segment: Sales Management, Outside Sales, CRM, Manager, Sales, Technology, Management
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