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VP of National Accounts

Date: Jun 11, 2021

Location: Phoenix, AZ, US

Company: WillScot | Mobile Mini

WillScot Mobile Mini Holdings Corporation (Nasdaq: WSC) was formed on July 1, 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 $1.65 billion of revenue and $630 million of adjusted EBITDA annually and has over $4 billion of market capitalization.

ABOUT THE JOB:

This role requires a strategic thought leader, team builder with the ability to use data to develop and lead the WillScot Mobile Mini global National Account program. The business leader will develop most effective and impactful Go To Market strategies to best serve our national, 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 VP, National Accounts will strategically lead teams tasked with driving sales and marketing of Lease Revenue, Value Added Products and Services (VAPS) and national account services to grow WillScot Mobile Mini’s 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:

  • Embraces and promotes a safety culture and complies with all WillScot Mobile Mini Safety, Transportation and Environmental Policies
  • Practices corporate social responsibility by connecting the WillScot Mobile Mini mission and values to local communities and represents the Company at various community and/or business meetings
  • Lead, develop the implementation of Company national account strategy, including necessary actions service level attributes and product offerings needed to achieve annual business objectives. This includes estimating market potential, identifying most attractive segments with promising growth opportunities and providing direction for plan execution.
  • Drive the top line growth of the national accounts team through all aspects of Commercial Excellence in order to establish strong customer relationships at the appropriate level and improve customer satisfaction. Determines necessary resources and allocation to successfully support commercial initiatives
  • Consistently explore new business opportunities including new verticals within and outside of current distribution channels and pursue those that will provide sales and profit growth
  • Provide strategic direction with regard to customer needs to support service development activity, preparing financial projections and utilizing data and findings to provide direction for national account actions
  • Supports the Company-wide expansion of managed services and essential initiatives, including development of actionable policies, practices, and tools to ensure continuous growth in market share, rate, volume and duration of units on rent
  • Aids the WillScot Mobile Mini integration through the cross-application of commercial best practices (e.g. yield management, strategic account penetration, Salesforce productivity, etc.)
  • Use technology to drive lease and essential revenue to maximize opportunities year over year both nationally and locally, to improve national, regional and local relationships
  • Identifies, selects, implements, and monitors Commercial Excellence KPIs. Collaborates with leadership to ensure common definitions and availability and tracking of CRM data. Supports root cause analysis and initiatives when teams are not meeting targets
  • 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
  • Develops customer satisfaction strategies and drives standard Net Promoter Score methodology across all regions. Develop and coach processes to improve customer satisfaction, to include internal team coaching on how to maximize and streamline back office support
  • Supports the Company’s achievement of its customer acquisition, national account penetration, and revenue goals
  • Seeks to understand each customer as a unique entity for which a unique strategy and offering is required in order to drive continued business success year-over-year

EDUCATION AND QUALIFICATIONS:

  • 10 - 15 years of executive-level experience leading national account sales team in dynamic business environments including developing and executing short and long-term business strategies and tactics, using data as a guide, the offering as a platform and unique customer identifiers to discern offerings and strategy
  • Experience developing and executing short and long-term business strategies and tactics to achieve revenue growth and maximize growth in a distributed customer portfolio
  • 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)
  • Experience developing and implementing sales strategies and in analyzing, identifying, assessing and deploying commercial best practices
  • Ideal candidates will possess an undergraduate degree in Marketing, Business, or related field; an MBA is preferred. Excellent organizational change-management skills
  • Experience operating in matrix or other ambiguous, complex organizational structure
  • Ability to persuade and influence without authority

Abilities and Other Requirements:   The ability to perform work in a variety of work environments from a professional office environment to branch environment to customer construction sites is required.   Must be able to use standard office equipment such as computers, phones, photocopiers, and fax machines.

In order to successfully perform the essential functions of this job, the employee is regularly required to sit, and to move about the various work environments to train, monitor and ensure compliance with all company sales requirements.  The employee must be able to verbally communicate with employees, co-workers and customers in person and by phone.  The employee must also be able to travel to various work environments.  Frequent and extended overnight travel is required. Lastly, the employee must possess a valid driver’s license

WillScot / Mobile Mini is an AA/EEO/W/M/Vet/Disabled employer


Nearest Major Market: Phoenix

Job Segment: Outside Sales, VP, Executive, CRM, Change Management, Sales, Management, Technology