We are hiring for a full-time
Modular Sales Representative based in
Virginia. This is a remote position, with the successful candidate required to reside in Virginia and be available for approximately 50% travel throughout the state.
The Modular Sales Representative is responsible for developing, managing, and closing complex commercial modular rental and sales opportunities outside the transactional construction vertical. The role serves customers with planned, programmatic, or specialized space requirements and manages the consultative sales process from market development and needs analysis through site and scope definition, solution development, proposal, negotiation, contract execution, delivery coordination, and long-term account management. The representative is accountable for achieving established revenue, profit, and margin objectives within an assigned geographic region and portfolio of accounts.
The ideal candidate is a results-driven, consultative sales professional with 5+ years of experience in business development, preferably within the
modular, construction, or industrial sectors. They have a proven ability to develop strategic customer relationships, identify new market opportunities, and manage complex, solution-based sales from initial prospecting through negotiation and closing.
Duties and Responsibilities:- Develop and execute a territory marketing and business-development plan focused on complex modular rental and sales projects for education, government, healthcare, energy, industrial, commercial, and other non-construction end users, strategic accounts, and concentrated opportunities for commercial modular solutions.
- Prospect daily and develop qualified opportunities across education, government, healthcare, energy, industrial, commercial, disaster response, and other appropriate end-user markets.
- Monitor public and private bid opportunities, capital programs, facility plans, enrollment or capacity needs, procurement activity, and other indicators of temporary or permanent space demand.
- Build relationships with owners, facility leaders, administrators, procurement teams, architects, consultants, program managers, developers, and other stakeholders involved in modular-space decisions.
- Conduct customer needs analyses to define intended use, occupancy, capacity, project schedule, budget, procurement method, site constraints, code and permitting considerations, accessibility, life-safety needs, utilities, finishes, and required services.
- Perform or coordinate preliminary site reviews and accurately communicate project scope, site conditions, and customer expectations to operations and other internal partners.
- Partner with operations to develop project scope, vendor requirements, delivery and installation assumptions, preliminary schedules, and complete cost inputs.
- Create and maintain the Bid Sheet, opportunity record, customer information, activities, next steps, and forecast data in Salesforce CRM.
- Develop project-specific pricing and commercial strategy within approval authority and obtain required leadership approval for exceptions or significant commitments.
- Prepare clear, detailed, and accurate proposals, bid responses, presentations, and contract packages for complex modular rental and sales projects.
- Lead customer presentations, manage proposal revisions, address objections, negotiate commercial terms, and close business in accordance with company policy and approved risk parameters.
- Coordinate the internal handoff after award so scope, schedule, assumptions, responsibilities, documentation, and customer commitments are understood by the delivery team.
- Maintain active customer communication through design, permitting, production or preparation, delivery, installation, occupancy, service, renewal, relocation, expansion, and project closeout as applicable.
- Manage existing accounts to protect margin, support customer satisfaction, obtain renewals and expansions, and generate repeat or referral business.
- Routinely visit customers and on-lease buildings, identify emerging needs, and coordinate resolution of service or operational issues with the appropriate internal team.
- Support collection activity and resolution of account issues when needed while preserving professional customer relationships.
- Prepare sales, pipeline, forecast, market, and account reports as required and communicate material opportunities, risks, and competitive activity to leadership.
- Collaborate with regional and branch leadership, operations, fleet, finance, credit, legal, marketing, and other sales resources to deliver complete customer solutions.
- Participate in associations, conferences, trade shows, procurement events, and targeted market-development activities relevant to assigned verticals.
- Perform other duties reasonably assigned.
Performance Expectations- Meet or exceed the approved annual business plan for revenue, profit, margin, and other assigned objectives.
- Maintain a balanced pipeline of near-term, mid-term, and strategic opportunities with accurate values, probabilities, close dates, and next actions.
- Protect project economics through disciplined scope definition, documented assumptions, risk identification, approval compliance, and change management.
- Demonstrate consistent prospecting, account development, customer contact, site activity, proposal progression, and CRM discipline.
- Provide reliable forecasts and timely escalation of pricing, delivery, permitting, contractual, credit, competitive, or customer risks.
- Operate with accountability, urgency, integrity, and strong cross-functional communication.
Qualifications and Skills:- Bachelor's degree in business administration, sales, marketing, construction management, engineering, architecture, or a related discipline is an asset; an equivalent combination of education and relevant experience will be considered.
- Five or more years of success demonstrated in consultative business-to-business sales is preferred, particularly in commercial modular buildings, complex rentals, capital equipment, facilities, construction-related services, or project-based solutions.
- Experience serving education, government and military, healthcare, energy, industrial, commercial, or other institutional customers is preferred.
- Commercial modular rental or sales experience, public procurement experience, or experience responding to formal bids and requests for proposals is a strong asset.
- Demonstrated ability to develop markets, manage strategic accounts, define complex scope, build proposals, negotiate, and close opportunities involving multiple stakeholders and extended sales cycles.
- Ability to understand site plans, preliminary layouts, technical requirements, project schedules, cost inputs, contracts, and operational dependencies at a level appropriate for consultative selling.
- Proficiency with Salesforce CRM, Microsoft Office applications, digital research tools, and virtual presentation or collaboration platforms.
- Excellent written, verbal, presentation, organizational, and interpersonal skills, with a strong emphasis on accuracy, responsiveness, and integrity.
- Ability to prioritize multiple complex opportunities and work independently across a defined geographic region while collaborating closely with internal teams.
- Ability to travel within the assigned region and visit customer locations, proposed sites, on-lease buildings, and industry events as business needs require.
- Ability to pass pre-employment and random drug and alcohol testing as required, and to pass a pre-employment criminal records check.
Additional Requirements- Ability to pass both pre-employment and random drug & alcohol tests on demand;
- Ability to pass pre-employment criminal records check;
BOXX Modular is a business unit of Black Diamond Group. Black Diamond rents and sells modular space solutions and workforce accommodation solutions to customers in Canada, the United States and Australia. In North America, we also provide specialized field rentals to oil and gas industries. We serve diverse sectors including oil and gas, mining, power, construction, engineering, military, government, and education.
For more information, please visit www.BlackDiamondGroup.com
Company: BOXX Modular
