Product Sales Manager

Job Description

• The Product Sales Manager is responsible for maximizing the 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.
• Approximately 50% of the time will be spent conducting customer visits and account development, 25% on outbound prospecting, and 25% on inbound inquiry conversion.
• Achieve weekly/monthly/annual KPI goals and objectives including calls, quotes and activations, volume, revenue, and VAP penetration.

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 Mobile Mini 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.

Sales and Revenue Growth

• 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 units on rent, Essentials penetration, total revenue, and share of wallet while providing an exceptional customer experience.

Relationship Building

• Build and nurture strong, long-term relationships with key decision-makers and stakeholders.
• 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.
• Communicate strategy or portfolio information and updates to relevant teams within the organization.
• Collaborate with commercial and operational partners to ensure strategy awareness and the ability to execute seamlessly at the national and local levels for customers.
• Utilize the Salesforce CRM system to track performance and manage customers collaboratively.

Education And Qualifications

• High school degree, GED, or applicable experience.
• 5 years of outbound sales experience focused on technical products or solution selling.
• OR 3 years experience at WSMM.
• Willingness and ability to travel 25%-40% to conduct field visits with important customers (some overnight travel).
• Demonstrated professional communication (written and spoken).
• Comfort presenting at all levels of an organization including C-suite.
• Experience effectively using Microsoft Office (including Outlook, Word, and Excel) and virtual meeting platforms such as Zoom, Teams, etc.

Preferred Requirements

• Experience cross-selling.
• Experience with leasing.
• Consultative, solution selling approach.