Sales Growth Territory Manager

6 days ago


Edmonton, Alberta, Canada WillScot Full time

WillScot provides industry-leading pay and benefits, along with opportunities for development and upward mobility, investing in the communities we serve.

As a Territory Sales Manager, you will be responsible for maximizing territory share through high-volume outbound prospecting and inbound inquiry conversion to achieve sales goals.

This role requires occasional overnight travel due to the large territory covered, requiring 2-3 overnight stays per month.

Main Responsibilities:

  • Develop and execute a strategic sales plan to achieve and exceed sales targets for Containers, Ground Level Offices, Singlewide Modular Structures, Complex Modular Structures (in certain markets), and value-added products.
  • Approximately 40% of time will be spent on outbound prospecting, 30% on inbound inquiry conversion, and the balance on account development and in-person prospecting or customer visits.
  • Maintain a robust sales pipeline and consistently work towards converting leads into successful sales.
  • Pursue high-volume top project and transactional opportunities while offering turnkey space solutions and value-added products.

Customer Relationship Management:

  • Build and maintain strong, long-lasting customer relationships through regular communication, site visits, 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 container and modular structure requirements.
  • Utilize SalesForce CRM system to track performance and manage customers collaboratively.

Market Analysis:

  • 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 the management team on market insights and customer feedback.

Quoting and Pricing:

  • Employ a consultative selling approach where appropriate 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.

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% to conduct field visits with important customers.
  • Demonstrated professional communications (written and spoken).
  • Experience effectively using Microsoft Office (including Outlook, Word, Excel) and virtual meeting platforms such as Zoom, Teams, etc.

PREFERRED REQUIREMENTS:

  • Experience in a High-Volume, Transactional Sales Cycle.
  • Experience with Leasing.
  • Consultative, Solution Selling approach.


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