Full Job Description
ABOUT THE JOB:
The Product Sales Manager (PSM) 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
Sales and Revenue Growth:
• 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/month/annual KPI goals and objectives including calls, quotes, activations, volume, revenue and VAP penetration.
• 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.
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.
Relationship Building:
• Build and nurture strong, long-term relationships with key decision-makers and stakeholders within the assigned accounts.
• 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 to key accounts.
• Communicate strategy or portfolio information and updates to relevant teams within the organization.
• Collaborate with commercial and operational partners to ensure 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.
Additional Duties and Functions as assigned
EDUCATION AND QUALIFICATIONS:
Required Education and Experience:
High School diploma required; college degree in applicable subject area preferred.
Minimum of three years of outbound sales experience or two years of WillScot experience.
Salesforce CRM proficiency preferred.
Willingness to travel up to 30% to conduct field visits with important customers (some overnight travel).
Required Skills and Abilities:
Experience in high-volume, transactional sales cycle and leasing.
Possess mindset of consultative, solution selling approach.
Experience with strategic account management and development.
Demonstrated high level and professional communication (written and verbal).
High degree of comfort presenting at all levels of an organization (from construction site to boardroom).
High level proficiency with Microsoft Office Suite including virtual meeting platforms such as Zoom, Teams, etc.
Physical Requirements:
Ability to sit, stand, walk, etc., for office environment; ability to be on phones majority of business day.
Work Environment:
This is an in office role; not hybrid. Travel, including overnights, up to 30%.
The annual total compensation for this position is typically between $100,000 to $170,000 including commission. There is no cap in variable incentive earning opportunities.
This posting is for a(n) Existing Position.
Disclaimer: This posting describes the general nature and level of work performed and does not represent an exhaustive list of responsibilities, duties, skills, or physical abilities required. Team members may be required to perform duties outside normal responsibilities from time to time as needed.
All regular WillScot positions offer a generous benefits package to help our employees and their families Be Well. This includes medical, dental, vision, disability, life insurance, paid time off (including Company holidays), tuition reimbursement, a retirement savings plan with company match, and more! More information about benefits may be found here. Many positions also have variable pay opportunities including commission, bonus, performance rewards, or other incentive programs.
