Product Sales Manager, Perimeter Solutions

The Product Sales Manager, Perimeter Solutions, is responsible for maximizing the share of the specialty product within a defined territory through high volume outbound prospecting and inbound inquiry conversion. This role is responsible for driving, building, and maintaining strong revenue streams for perimeter solution products, and driving product line growth.

Drive core product and value-added revenue within our Perimeter Solutions product lines through prospecting a high volume of top projects and other transactional opportunities to maintain a robust sales pipeline, while consistently working towards converting leads into successful sales. Identify and prioritize potential customers, industries, and market segments to pursue for business development within your assigned territory. Approximately 40% of your time will be spent on outbound prospecting, 30% inbound inquiry conversion, and 30% Account Development and in-person prospecting or customer visits. Achieve weekly/monthly/annual KPI goals and objectives including calls, quotes and activations, volume, revenue, and VAP penetration.

Product Knowledge:

• Develop and maintain in-depth knowledge of assigned product lines.
• Understand existing product applications and prospects.
• Act as a point of contact for specialty customers, ensuring satisfaction with our products or services.
• Leverage WillScot value proposition across assigned accounts and market.

Market Analysis:

• Conduct market analysis and planning to identify opportunities within vertical markets with our customers and prospects.
• Creatively mine for potential prospects and applications; researching target industries, understanding goals, challenges, and opportunities. Create plans that outline objectives, strategies, and action plans for assigned accounts and territory.
• Monitor progress against plans and adjust strategies as needed.

Sales and Revenue Growth:

• Develop and execute product and account-specific sales strategies to achieve revenue and growth targets of assigned territory.
• Identify upsell and cross-sell opportunities and work closely with the sales team to close deals.
• 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.

Customer Relationship Management:

• Build and maintain strong, long-lasting customer relationships through regular communication, site visits, and exceptional customer service.
• Regularly engage with clients to understand their evolving needs and provide tailored solutions.

Reporting and Documentation:

• Utilize Salesforce CRM system to track performance and manage customers collaboratively.
• 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 key performance indicators to meet sales targets.

Communication and Collaboration:

• Collaborate with internal teams, including marketing, product development, and customer support, to ensure the delivery of high-quality products or services.
• Communicate strategy or assigned account information and updates to relevant teams within the organization.
• Collaborate with commercial and operational partners to ensure strategy awareness and the ability to execute seamlessly at the national and local level for customers.

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  High school degree, GED, or applicable experience

  
  
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  1 year of outbound prospecting experience

  
  
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  Willingness and ability to travel up to 5% to conduct field visits with important customers (little to no overnight travel)

  
  
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  Demonstrated professional communications (written and spoken)

  
  
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  Experience effectively using Microsoft Office (including Outlook, Word, Excel) and virtual meeting platforms such as Zoom, Teams, etc.

  
  

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