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Regional Sales Manager

Date: Sep 13, 2021

Location: Phoenix, AZ, US

Company: WillScot | Mobile Mini

ABOUT THE JOB:

The ASM manages the sales team day to day, from reviewing activities to providing training, and collaborates closely in a matrixed structure with the Regional Commercial Director and the General Manager to ensure alignment of focus and results.

WHAT YOU'LL BE DOING:

Employee Management

  • Actively manage outside sales resources (Territory Sales Managers) to promote prospecting, business development, quotation, and conversion; driving follow-up and customer service across assigned MSA to achieve annual increases in Units-on-Rent (UOR) and revenue growth from full deployment of Ready to Work Service solutions (Value Added Products & Services ((VAPS)) penetration. 
  • Align with the Commercial Director to execute area commercial strategy to maximize EBITDA through effective pricing and fleet utilization and to grow revenue from full deployment of Ready to Work Service solutions (Value Added Products & Services ((VAPS)) penetration.)
  • Implement pricing strategies and ensure compliance through regular monitoring of price realization and discounting.
  • Work with sales team to develop and maintain territory and account plans to maximize market opportunities to achieve branch-operating goals
  • Ensure that Territory Sales Managers are managing the customer pipeline and enhancing current lead sources through various methods including affinity groups, Co-Op agreements, the Internet and buying sites, driving new market penetration and sales opportunities and initiating action plans to secure new business for the company. Analyzes and monitors key sales process metrics to drive improvements in sales productivity, opportunity creation and close-won ratios to ensure the performance of sales team meets sales targets
  • Perform consistently scheduled customer visits with Territory Sales Managers and provide detailed trip reports outlining call/meeting results, rep profile, insights, and action plans to confirm or improve performance and recommend training or development plans.
  • Manage quote approvals based on level of authority
  • Balance time between commercial excellence and day-to-day activities, ensuring proper time is spent on training and pipeline review calls, 1-on-1’s with TSM’s, performing ride-along reviews, and meeting directly with customers.

Collaboration

  • Actively participate in area and region level conference calls (E.g., MMM)
  • Collaborate closely with team resources to promote a cohesive strategy marrying sales objectives with operational fleet and budgetary objectives at a local level
  • Work on consultative sales development, account management, and territory planning to strengthen the top/middle of the sales funnel

Coaching, Hiring, & Training

  • Collaborate with other Area Sales Managers and Regional Commercial Director to develop recommendations for new training. 
  • Recruit, hire and lead onboarding of new area Territory Sales Managers
  • Coach the sales organization on the effective use of Salesforce.com to manage customer relationships, execute on territory plans and insure pipeline quality and accuracy 

Customer Focus 

  • Use Net Promoter Score (NPS) system to provide timely correspondence and to address internal issues.
  • Utilize or deploys proactive customer relationship management techniques
  • Foster teamwork between WillScot and the customer.

Health & Safety 

  • Conduct business in compliance with all WillScot Safety, Transportation, and Environmental Policies. 

EDUCATION AND QUALIFICATIONS:

  • Bachelor's degree in Business, Marketing or a related field
  • 5+ years of successful sales management experience with proven results
    • Experience in a leasing business (e.g. construction materials, auto- leasing) or logistics, transportation or other construction-related industry is a plus
  • Ability to thrive in a highly dynamic, entrepreneurial, time-sensitive, collaborative environment
  • Experience hiring and developing strong team members
  • Proficiency with MS Office/Excel/Word/Outlook
  • Proficiency with Salesforce.com or other CRM
    • Experience with MS Project, Hyperion, or reporting tools like Cognos is a plus
  • Capability to pull and analyze data for insights on sales performance
  • The ability to produce high-quality PowerPoint presentations for customer interactions and senior management
  • Knowledge of the market and industry trends, competitors and manufacturers
  • The ASM must be able to verbally communicate with employees, co-workers and customers in person and by phone. This role performs regularly in a construction-like environment and requires the ability to sit, stand and move about the various work environments to manage the sales team. Lifting or pushing 10 to 25 pounds is often required. Occasional overnight travel is required and a valid driver's license is necessary. 

The opportunity to advance your career is ready for the taking at WillScot; if you’re READY TO WORK, apply today!

WillScot is veteran-friendly. If you have military experience, we want to hear from you!

WillScot, is committed to providing equal employment opportunity without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, or any other protected status with respect to recruitment, hiring, promotion and other terms and conditions of employment. Disclaimer:  The above statements are intended to describe the general nature and level of work being performed by associates assigned to this classification. They are not to be construed as an exhaustive list of all responsibilities, duties, and skills required of personnel so classified. All personnel may be required to perform duties outside of their normal responsibilities from time to time, as needed.

WillScot will make accommodations available to applicants with disabilities upon request and throughout the entire recruitment process.


Nearest Major Market: Phoenix

Job Segment: Sales Management, Outside Sales, ERP, Regional Manager, Sales, Technology, Management