Territory Sales Manager

Territory Sales Manager

As a Territory Sales Manager at WillScot, you'll drive growth within your assigned territory by increasing market share through high-volume outbound calling and phone-based prospecting that converts opportunities into revenue-generating activations. Working onsite at our Dacula, GA branch location, you'll build strong customer relationships and deliver tailored space and storage solutions that help customers operate more efficiently. This is a high-impact, consultative sales role for someone who thrives in a phone-driven environment, uncovering opportunities through conversation, engaging prospects over the phone, and turning customer needs into actionable solutions. As a trusted advisor, you'll manage the full sales cyclefrom proactive outbound calling and discovery through solution design and closewhile developing deep product knowledge to clearly articulate value, ROI, and long-term benefits. Your ability to listen closely, tailor solutions, and execute with urgency in a high-volume calling environment will directly contribute to revenue growth and sustained customer success.

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.

Education and Qualifications:

• Basic Qualifications:
• 1+ year of phone-based sales experience or Bachelor's Degree
• Ability to work onsite at the Dacula, GA branch office during normal business hours
• Ability to perform a predominantly phone-based sales role, with occasional field visits 20% of the time
• Preferred Qualifications:
• Experience working in high-volume, phone-based sales environments with transactional sales cycles and/or leasing models
• Demonstrated consultative, solution-selling mindset with the ability to uncover needs and recommend value-driven solutions
• Experience with strategic account management and territory development
• Strong, professional verbal and written communication skills
• High level of comfort interacting with all levels of an organization, from construction site personnel to executive and boardroom audiences
• Proficiency with Microsoft Office Suite and virtual meeting platforms such as Teams and Zoom
• Experience with Salesforce or related CRM