Key Account Manager

Key Account Manager

The Key Account Manager (KAM) is responsible for maximizing share of wallet from assigned accounts (~50) in one or more markets. This role is responsible for building and maintaining strong relationships with these key clients, understanding their unique needs, and driving business growth through effective account management and sales strategies.

Drive core product revenue and value-added revenue within assigned accounts for all product offerings including, but not limited to:

• Containers (CT)
• Ground Level Offices (GLO)
• Single-wide products (SNGL)
• Value-added Products (VAPS)
• Complex activations or sales
• Flex Products

Sales and Revenue Growth:

• Achieve weekly/monthly/annual KPI goals and objectives including calls, quotes, activations, volume, revenue and VAP penetration. Approximately 50% of time will be spent on account development, 25% on outbound prospecting, 10% on inbound inquiry conversion and the balance on in-person prospecting and customer visits
• Develop and execute account-specific sales strategies to achieve revenue and growth targets.
• Identify upsell and cross-sell opportunities within key accounts and work closely with the sales team to close deals.
• Work with local and branch management teams to grow unit on rent, essentials penetration, total revenue and share of wallet while providing an exceptional customer experience.

Account Management & Planning:

• Develop and maintain in-depth knowledge of assigned key accounts, including their industry, goals, challenges and opportunities.
• Act as the primary point of contact for key accounts, serving as a trusted advisor and ensuring their satisfaction with our products and/or services.
• Leverage WillScot value proposition across customer portfolio and local market.
• Create account plans that outline objectives, strategies and action plans for each key account.
• Monitor progress against account plans and adjust strategies as needed.
• Conduct market analysis and planning to identify business opportunities within vertical markets with our customers and prospects.

Relationship Building:

• Build and nurture strong, long-term relationships with key decision-makers and stakeholders within the assigned accounts.
• 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 to key accounts.
• Communicate key account information and updates to relevant teams within the organization.
• Collaborate with commercial and operational partners to ensure awareness of key account plans and the ability to execute seamlessly at the national and local level.
• Utilize Salesforce CRM system to track performance and manage customers.

Education and Qualifications:

• High School diploma required; college degree in applicable subject area preferred.
• Minimum of three years of outbound sales experience or two years of WillScot experience.
• Salesforce CRM proficiency preferred.
• Willingness to travel up to 30% to conduct field visits with important customers (some overnight travel).

Required Skills and Abilities:

• Experience in high-volume, transactional sales cycle and leasing.
• Possess mindset of consultative, solution selling approach.
• Experience with strategic account management and development.
• Demonstrated high level and professional communication (written and verbal).
• High degree of comfort presenting at all levels of an organization (from construction site to boardroom).
• High level proficiency with Microsoft Office Suite including virtual meeting platforms such as Zoom, Teams, etc.

Physical Requirements:

• Ability to sit, stand, walk, etc., for office environment; ability to be on phones majority of business day.

Work Environment:

• This is an in office role; not hybrid. Travel, including overnights, up to 30%.

This posting is for a(n) Existing Position. Disclaimer: This posting describes the general nature and level of work performed and does not represent an exhaustive list of responsibilities, duties, skills, or physical abilities required. Team members may be required to perform duties outside normal responsibilities from time to time as needed. All regular WillScot positions offer a generous benefits package to help our employees and their families Be Well. This includes medical, dental, vision, disability, life insurance, paid time off (including Company holidays), tuition reimbursement, a retirement savings plan with company match, and more! More information about benefits may be found here. Many positions also have variable pay opportunities including commission, bonus, performance rewards, or other incentive programs. We are an Equal Opportunity Employer. Veterans and individuals with disabilities are encouraged to apply.