Territory Sales Manager (Always-on U.S.)

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.

Build your future with us! ELEVATE YOUR SALES CAREER WITH US! Are you a driven sales professional passionate about prospecting, building relationships, and exceeding targets? Join our team as a Territory Sales Manager and take ownership of growing our business in containers, ground-level offices, modular structures, and value-added solutions.

As a Territory Sales Manager, you will be responsible for driving new business by developing and executing a strategic sales plan, with a focus on prospecting, lead conversion, and maintaining a robust sales pipeline. You'll build long-lasting customer relationships through regular communication and exceptional service, utilising Salesforce CRM to manage performance and customer interactions. Staying up-to-date on market trends and competitor activities, you will provide consultative selling solutions, prepare competitive quotes, and negotiate terms that meet customer needs while maximising profitability. You will collaborate with cross-functional teams to ensure seamless project execution, maintain accurate sales records, and consistently meet performance goals through strong time management and adaptability in a fast-paced environment.

KEY RESPONSIBILITIES OF THIS ROLE INCLUDE:

• Sales Growth & Prospecting: Develop and execute a strategic sales plan to drive new business, focusing on outbound prospecting (80%), inbound lead conversion (20%), and account development.
• Pipeline Management: Maintain and grow a robust sales pipeline by identifying top prospects, market segments, and industries. Convert leads into sales while focusing on high-value projects.
• Customer Relationships: Build long-lasting partnerships by understanding customer needs, recommending tailored solutions, and delivering exceptional service. Utilise Salesforce CRM to track performance and manage customer relationships.
• Market & Product Analysis: Stay informed on industry trends and competitor activities. Conduct market research to identify growth opportunities and provide management insights.
• Consultative Selling: Employ a consultative sales approach to offer competitive pricing and value-based solutions. Prepare accurate quotes and negotiate terms that meet both business and customer needs.
• Performance Reporting: Use CRM software to maintain detailed sales records and generate performance reports. Track key metrics to ensure you're meeting goals and driving results.
• Team Collaboration: Work closely with cross-functional teams, including operations and customer support, to deliver a seamless customer experience. Provide leadership and support to team members when needed.

WHAT YOU POSSESS FOR SUCCESS:

• Persistent & Driven: You're committed to achieving results and motivated by challenging targets.
• Customer-centric: You focus on understanding customer needs and delivering tailored solutions.
• Adaptable & Resilient: You thrive in a fast-paced, dynamic environment, managing time effectively to balance prospecting, client visits, and deal closing.
• Tech-Savvy: You're comfortable using CRM systems like Salesforce and tracking sales performance to inform your approach.

SKILLS + EXPERIENCE:

• High school diploma, GED, or applicable experience with 1+ year outbound prospecting experience, or 1+ year of experience at WillScot.
• Ability to travel 10%-20% to conduct field visits with customers (little to no overnight travel). This role will be based in the branch, with ~80% of the role being outbound cold-calling from the office.
• Professional communication skills (written and verbal).
• Skilled in using the Microsoft Office suite. We also use Teams and Zoom for video calls and meetings.
• High-volume, transactional sales cycle.
• Leasing experience helps but is not required.
• A consultative, solution-selling approach will set you up with a jumpstart.

WillScot provides equal employment opportunities to employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, colour, 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!