Area Sales Manager
Williams Scotsman
Acheson, AB
We’re READY TO WORK, are you?

WillScot seeks an experienced sales manager for an Area Sales Manager (ASM) role, leading a team of outside sales managers in day to day activities driving revenue, market penetration and growth.

WHO WE ARE:
WillScot (NASDAQ WSC) is the industry leader in providing storage solutions and modular workplace solutions to customers across North America. Our buildings are used for a variety of applications from construction trailers, to portable classrooms, even medical facilities… Chances are you’ve been in a WillScot building recently! Read more about our opportunity below and if you’re READY TO WORK, apply today!

WHO WE NEED:
This role requires a proven sales producer who can balance time between commercial excellence and day-to-day activities, ensuring time spent on training and pipeline review calls, 1-on-1’s with TSM’s, ride-along reviews, and customer meetings. Hard work, talent, and the will to succeed count at WillScot. We're seeking people passionate about their career and excited to provide our customers a level of service unmatched in our industry!

ABOUT THE JOB:
The ASM manages the sales team day to day, from reviewing activities to providing training, and collaborates closely in a matrixed structure with the Regional Commercial Director and the General Manager to ensure alignment of focus and results.

WHAT YOU'LL BE DOING:
Employee Management

Actively manage outside sales resources (Territory Sales Managers) to promote prospecting, business development, quotation, and conversion; driving follow-up and customer service across assigned MSA to achieve annual increases in Units-on-Rent (UOR) and revenue growth from full deployment of Ready to Work Service solutions (Value Added Products & Services ((VAPS)) penetration.
Align with the Commercial Director to execute area commercial strategy to maximize EBITDA through effective pricing and fleet utilization and to grow revenue from full deployment of Ready to Work Service solutions (Value Added Products & Services ((VAPS)) penetration.)
Implement pricing strategies and ensure compliance through regular monitoring of price realization and discounting.
Collaborate with General Manager and the Regional Commercial Director to ensure all critical sales priorities and messaging are in place to provide timely cost effective and efficient delivery of sales activities.
Work with sales team to develop and maintain territory and account plans to maximize market opportunities to achieve branch-operating goals
Ensure that Territory Sales Managers are managing the customer pipeline and enhancing current lead sources through various methods including affinity groups, Co-Op agreements, the Internet and buying sites, driving new market penetration and sales opportunities and initiating action plans to secure new business for the company. Analyzes and monitors key sales process metrics to drive improvements in sales productivity, opportunity creation and close-won ratios to ensure the performance of sales team meets sales targets
Perform consistently scheduled customer visits with Territory Sales Managers and provide detailed trip reports outlining call/meeting results, rep profile, insights, and action plans to confirm or improve performance and recommend training or development plans.
Manage quote approvals based on level of authority
Balance time between commercial excellence and day-to-day activities, ensuring proper time is spent on training and pipeline review calls, 1-on-1’s with TSM’s, performing ride-along reviews, and meeting directly with customers.
Collaboration

Actively participate in area and region level conference calls (E.g., MMM)
Collaborate closely with team resources to promote a cohesive strategy marrying sales objectives with operational fleet and budgetary objectives at a local level
Work on consultative sales development, account management, and territory planning to strengthen the top / middle of sales funnel
Ensure that all relevant staff is aware of the programs, policies, processes and procedures operated by WillScot in carrying out its sales activities in order that standards are always maintained.
Coaching, Hiring, & Training

Collaborate with other Area Sales Managers and Regional Commercial Director to develop recommendations for new training.
Recruit, hire and lead onboarding of new area Territory Sales Managers
Coach the sales organization on the effective use of Salesforce.com to manage customer relationships, execute on territory plans and insure pipeline quality and accuracy
Coach and train on product knowledge, persuasive selling techniques, time management, project management, customer communications, industry knowledge, and partnering with operations.
Customer Focus

Use Net Promoter Score (NPS) system to provide timely correspondence and to address internal issues.
Utilize or deploys proactive customer relationship management techniques
Foster teamwork between WillScot and the customer.
Drive the company’s achievement of its customer acquisitions and revenue goals.
Health & Safety

Conduct business in compliance with all WillScot Safety, Transportation, and Environmental Policies.

EDUCATION AND QUALIFICATIONS:
Bachelor's degree in Business, Marketing or a related field
5+ years of successful sales management experience with proven results
Experience in a leasing business (e.g. construction materials, auto- leasing) or logistics, transportation or other construction-related industry is a plus
Ability to thrive in a highly dynamic, entrepreneurial, time-sensitive, collaborative environment
Experience hiring and developing strong team members
Proficiency with MS Office/Excel/Word/Outlook
Proficiency with Salesforce.com or other CRM
Experience with MS Project, Hyperion, or reporting tools like Cognos is a plus
Capability to pull and analyze data for insights on sales performance
The ability to produce high-quality PowerPoint presentations for customer interactions and senior management
Knowledge of market and industry trends, competitors and manufacturers
The ASM must be able to verbally communicate with employees, co-workers and customers in person and by phone. This role performs regularly in a construction-like environment and requires the ability to sit, stand and and move about the various work environments to manage the sales team. Lifting or pushing 10 to 25 pounds is often required. Occasional overnight travel is required and a valid driver's license is necessary.

The opportunity to advance your career is ready for the taking at WillScot; if you’re READY TO WORK, apply today!

WillScot is veteran-friendly. If you have military experience, we want to hear from you!

See more about WillScot and what we do on our YouTube Channel!

WillScot offers all full-time employees great work/life balance and a comprehensive benefits package.

US Employees start with 25 paid leave days a year: 11 vacation days, 2 personal days and 12 holidays annually!
WillScot’s 401(k) plan offers immediate enrollment and a generous match
We offer excellent medical, prescription, dental and vision plans with generous HSA funding
You receive paid disability and term life insurances and an employee assistance program
Multiple employee discount programs
Collaboration Excellence Empowerment Innovation