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Strategic and Regional Accounts

Date: May 26, 2021

Location: Phoenix, AZ, US

Company: WillScot | Mobile Mini

ABOUT THE COMPANY:

WillScot Mobile Mini Holdings Corporation (Nasdaq: WSC) was formed on July 1st 2020 through the merger of WillScot Corporation and Mobile Mini, Inc., creating the North American leader in temporary modular space and portable storage specialty leasing solutions.  WillScot has been a leader in the North American modular space market for 60 years and went public in November 2017 via a reverse merger with a special purpose acquisition corporation.  WillScot has since substantially consolidated the modular space market and recently solidified its leadership in the portable storage solutions market through its merger with Mobile Mini in July 2020.  Mobile Mini is the largest provider of portable storage solutions in North America, which are a perfect complement to WillScot’s modular space solutions (approximately 40% customer overlap and 80% end-market overlap between the two companies). The management team has embarked upon an aggressive multi-year growth strategy focused on executing an array of commercial and operational synergies between the two companies.  On a combined basis, WillScot Mobile Mini generates approximately $1.7 billion of revenue and $0.7 billion of adjusted EBITDA annually and has over $6 billion of market capitalization.

ABOUT THE JOB:

This role requires a strategic thought leader, team builder with analytical competency to develop and lead the Strategic and Regional Account program. The business leader will develop most effective and impactful Go-to-market strategies to best serve our regional and key strategic accounts while maximizing profitability. The leader will be capable of identifying and prioritizing what customers to service, at what service performance level, product optimization, and geographic service attributes that is best for such customer and the company. 
The Director, Strategic and Regional Accounts will strategically lead teams tasked with driving sales and marketing of Lease Revenue, Value Added Products and Services and strategic and Regional Account services to grow market share and accelerate our vision to be the undisputed market leader and the company of choice for our customers. 
 

WHAT YOU'LL BE DOING:

•    Leads the strategic and regional account growth strategy to achieve annual increases in Unit Lease Revenue, drive higher penetration of our Ready to Work Service solutions (Value Added Products & Services) and enhance Customer Satisfaction.
•    Determines necessary resources and allocation to successfully support commercial growth targets. Drives higher productivity and performance through appropriate staffing, talent development, sales management playbooks, KPIs, policies and practices. 
•    Actively participates within the National Account team and in collaboration with the Regions, to define most attractive segments and impactful program structure to grow book of business’s share of wallet. This includes estimating market potential, identifying most attractive segments, defining actions service level attributes as well as product offerings needed and providing clear direction for effective execution plan.
•    Supports Company-wide expansion priorities, including identification of cross-functional value drivers and value enablers, development of actionable policies, practices, and tools to ensure continuous growth in market share, rates, volume and margins.
•    Uses technology to drive lease and essential revenue year over year growth as well as customer relationships.
•    Helps in the preparation of forward-looking plans (S&OP) and budgets; identifying opportunities and solutions to increase EBITDA.
•    Facilitates best practice sharing across the organization.
•    This is a team-based role and will assist in other aspects of our commercial function as well as help drive our Company’s Strategies and promote our Mission, Vision and Values. WillScot Mobile Mini has a highly collaborative culture and the successful candidate will work effectively with a broad group of senior executives, peers, and direct reports to perform the above responsibilities and ensure alignment on strategic commercial plans
 

EDUCATION AND QUALIFICATIONS:

•    5-10 years of leadership experience leading a national sales team in dynamic business environments including developing and executing short and long-term business strategies and tactics, using data as a guide 
•    Proven experience in leading sales organizations in a leasing business (e.g. construction materials, auto-leasing or in Logistics, transportation or other construction-related industry)
•    Bachelor’s degree is required, Master’s degree with a focus on finance, strategy or general management strongly preferred
•    Exceptional leadership and communication skills with the ability to lead through influence and build coalitions among key stakeholders and decision makers towards a common goal
•    Strong business acumen and broad familiarity with various facets of the business operations to help facilitate cross-functional alignment  
•    Excellent organizational change-management skills operating in matrix or other ambiguous, complex organizational structure
 

Mobile Mini, 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.  Mobile Mini takes affirmative action in support of this policy to employ and advance in employment individuals who are minorities, women, disabled, and veterans. 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.

Mobile Mini is an equal employment affirmative action employer.  If you need accommodation for any part of the application process because of a medical condition or disability, please call the Mobile Mini HR Service Center at 480-894-6311 to let us know the nature of your request.


Nearest Major Market: Phoenix

Job Segment: Outside Sales, Change Management, Sales, Management