Key Account Manager

At WillScot ( NASDAQ WSC ), our 4000+ people are at the heart of everything we do. In addition to providing industry-leading pay and benefits, we provide opportunities for development and upward mobility, while investing in the communities we serve. We are the undisputed leader in providing innovative flexible workspace and portable storage solutions, serving an incredible range of customers across all industries from 240+ locations across the United States, Canada, and Mexico.

 

Our values are our foundation. We constantly strive to diversify our teams to ensure we have the best and brightest talent. We’re deeply committed to creating an inclusive and equitable workplace where each person can contribute while being their authentic self. For more about WillScot and who we are, click here . Build your future with us!

ABOUT THE JOB:

The Key Account Manager 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.

WHAT YOU'LL BE DOING:

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

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

Achieve weekly/monthly/annual KPI goals and objectives including calls, quotes and activations, volume, revenue, and VAP penetration

Account Management

• 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 or services.
• Leverage WillScot value proposition across customer portfolio and local market

Sales and Revenue Growth

• 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.

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.

Account Planning

• 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.

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 collaboratively

EDUCATION AND QUALIFICATIONS:

• 4 Year College Degree in applicable subject area preferred
• 3 Years of outbound sales experience or, 2 years experience at WS
• Willingness and ability to travel 20%-30% to conduct field visits with important customers (some overnight travel)
• Experience with strategic account management and development
• Demonstrated professional communications (written and spoken)
• Comfort presenting at all levels of an organization from construction site to boardroom
• Experience effectively using Microsoft Office (including Outlook, Word, Excel) and virtual meeting platforms such as Zoom, Teams, etc.

Preferred Requirements

• College Degree
• Experience in a high-volume, transactional sales cycle
• Experience with leasing
• Consultative, solution selling approach

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Disclaimer: This posting describes the general nature and level of work performed and does not represent an exhaustive list of responsibilities, duties, or skills required. Collaboration and teamwork drive our success. Team members may be required to perform duties outside normal responsibilities from time to time as needed.

Salary Range: $93,700.00 - $131,200.00
Individual rates are based on a variety of factors such as degrees or certifications, skill-level and years of experience, and include considerations such as expected overtime and variable compensation pay such as bonuses or commission.

All regular WillScot Holdings Corp. positions offer generous benefits including medical, dental, vision, disability and life insurance, paid time off, Company holidays, tuition reimbursement, and 401(k) with match. Most positions also have variable pay opportunities including commission or bonus, performance rewards, or incentive programs. More information about benefits may be found here.

WillScot provides equal employment opportunities to employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.

WillScot embraces diversity and is committed to equal opportunity in all aspects of employment, including recruiting, hiring, promotion, termination, leaves of absence, compensation, and training. We are focused on building teams that include a variety of backgrounds, lived experiences, and skills. The more inclusive we are, the stronger we will be!