Enterprise Account Manager

Enterprise Account Manager

Strategically develop and grow share of wallet while managing and expanding long-term key business relationships with assigned, existing (between 7-17) Enterprise Accounts. Build existing relationships while identifying growth opportunities to drive profitable revenue and new business development within the Client Accounts. Leverage customer relationships and execute strategic account plans to meet and exceed company expectations.

Account Management:

• Develop and maintain in-depth knowledge of assigned Enterprise accounts, including their industry, goals, challenges, and opportunities.
• Act as primary liaison to Enterprise Account customers to ensure program benefits, reputation and customer service.
• Develop, implement & maintain account plan establishing sales strategy, identification of key decision makers, critical customer contacts and overall strategic direction of the account to clearly communicate the customer's needs and potential. Monitor progress against plans.
• Responsible for structured client calls specific to effectively implement strategies, encourage interaction & develop a deep understanding of the buying behavior. Oversee account activities and intelligence while promoting quality work, timeliness in responses, and achievement of goals/expectations, in support of management expectations and the Enterprise Accounts team.
• Effectively communicate and educate the value proposition and advantages of doing business with WSMM, highlighting consultative expertise, best in class customer service and overall company strengths.
• Establish a cadence of QBR and/or Annual reviews for account review, proactive planning, and presentation of tailored solutions.
• Remain up to date and knowledgeable of current and new WSMM products/acquisitions & pricing guidelines to proactively and relevantly maximize exposure to revenue opportunities.
• Develop and maintain strong executive participation both at WSMM and at assigned Enterprise Accounts to extend and utilize the expertise of internal resources to assist in initiatives and relationship expansion.

Sales and Revenue Growth:

• Identify upsell and cross sell opportunities and buying behavior/influences unique to each Enterprise Account as it pertains to account development, product penetration and marketing.
• Drive core product revenue and value added revenue across all WSMM product offerings.
• Lead solution development efforts that best address a customer needs, while coordinating the involvement of all necessary corporate, regional, and local sales and implementation teams.
• Identify opportunities, buying behaviors, trends, geographic reach, and market share which can assist or lead sales process to deliver customer satisfaction & increase revenue.
• Develop customized, strategic marketing outreach, at a minimum of 1x per year per Enterprise Client. Stay aware of our WSMM marketing initiatives which may be relevant to promote to clients.
• Maintain familiarity with industry and market segments, trends, competitors, and other dynamics that could influence an Enterprise client's buying behavior and needs.
• Negotiate new contracts and renewals with commercially viable terms together with Director and VP Enterprise Accounts.
• Prepare proposals and respond to RFPs as needed.

Education and Qualifications:

• Communication and Collaboration:
• Effectively act and interface as the paramount contact for customers in your portfolio with inquiries to manage and ensure resolution as it relates to contractual items and agreement execution, escalated service items, process improvements, education of program benefits and the coordination of the sales process for new products/services/markets.
• Foster productive communication channels between the field sales and operational organization and the Enterprise Account team to encourage team selling.
• Work with Local and Branch management teams to grow units on rent, Essentials penetration, total revenue, and share of wallet while providing an exceptional customer experience.
• Leverage WillScot Mobile Mini value proposition across customer portfolio and local market
• Utilize SalesForce and Tableau CRM systems to track performance, share Customer opportunities, risks, and insights with the goal of collaborative information sharing with internal teams and management.
• Other:
• Contribute to peer coaching and sharing of best practices with co-workers.
• Attend and/or suggest local/regional/national conferences that best pertain to Enterprise and WSMM clients
• Maintain up to date Action Plans, Executive Snapshots, and Client Contacts in Salesforce

Required Education and Experience: College degree preferred. Minimum five years of outbound sales / account management and consultative solution selling experience required. WillScot experience preferred (minimum three years in sales or account management roles). Experience in the construction and/or rental industries and increase in growth in customer accounts experience preferred. Salesforce and SAP experience preferred.

Required Skills and Abilities: Proven track record of delivering exceptional results and increase in growth in customer accounts. Excellent negotiation and customer relations skills, comfortable dealing with a wide range of levels within an organization from entry level to Executive. Affiliation to trade associations to enhance networking and aid marketing knowledge is desirable.

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 type role must have area to conduct confidential conversations. Willingness and ability to travel up to 30% to conduct field visits with important customers (some overnight travel).