Territory Sales Manager

3 days ago

Des Moines, Iowa, United States Williams Scotsman Full time

About the Role:

The Territory Sales Manager is a key member of our sales team, responsible for driving business growth and maximizing territory potential. This role requires a strong sales professional who can leverage their expertise to identify and pursue new business opportunities.

Key Responsibilities:

  • Sales Growth:
    • 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.
    • Identify and prioritize potential customers, industries, and market segments to pursue for business development.
    • Maintain a robust sales pipeline and consistently work towards converting leads into successful sales.
    • Pursue a high volume of 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.
  • Reporting and Documentation:
    • Maintain detailed records of sales activities, customer interactions, and sales forecasts using CRM software.
    • Generate regular reports on sales performance, market trends, and competitor activity for management review.
    • Meet daily/weekly expectations on leading indicators to meet trifecta goals.
  • Team Collaboration:
    • Collaborate with cross-functional teams, including operations, logistics, and customer support, to ensure customer satisfaction and successful project execution.
    • Provide guidance and support to colleagues when needed to achieve common sales objectives.

Requirements:

  • High school degree, GED or applicable experience.
  • 1 year of outbound prospecting experience, or 1 year experience at WS.
  • Willingness and ability to travel 10%-20% to conduct field visits with important customers (little to no overnight travel).
  • 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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