Product Sales Manager

Position Overview: Product Sales Manager

We are seeking a dynamic and results-driven Product Sales Manager to drive the growth and market share of our specialty products portfolio within a designated region, customer base, or product category. This role is key to generating revenue, strengthening customer relationships, and executing strategic sales initiatives for high-value product lines.

Key Responsibilities

Sales Strategy & Execution

• Lead revenue generation for core and value-added products across one or more specialized product lines, including:

  • Complex modular structures

  • Refrigerated (cold-storage) containers

  • Clearspan structures (e.g., industrial tents and fabric buildings)

  • Blast-resistant modular units

• Allocate time strategically:

  • 50% on customer visits and account development

  • 25% on outbound prospecting

  • 25% on managing inbound leads and converting inquiries

• Consistently achieve and exceed key performance indicators (KPIs) related to call volume, quotes, activations, revenue, and value-added product (VAP) penetration.

Product Expertise

• Develop deep knowledge of assigned product lines and their market applications.

• Serve as the primary contact for specialty product customers, ensuring satisfaction and alignment with their business needs.

• Effectively communicate the unique value proposition of the WillScot portfolio.

Account Development & Planning

• Conduct in-depth market research to identify new opportunities within key verticals and industries.

• Develop strategic plans for account growth, including objectives, strategies, and actionable steps tailored to your territory.

• Monitor performance metrics and adapt sales strategies to ensure consistent progress and goal achievement.

Revenue Growth & Opportunity Management

• Implement product- and account-specific sales tactics to meet or exceed growth targets.

• Identify opportunities for upselling and cross-selling; collaborate with the broader sales team to secure new business.

• Partner with local and branch management teams to maximize unit rentals, enhance Essentials penetration, and drive total revenue—all while delivering exceptional customer service.

Client Relationship Management

• Build and maintain trusted, long-term relationships with key stakeholders and decision-makers.

• Proactively engage with clients to understand their evolving needs and offer customized solutions that deliver value.

Team Collaboration & Communication

• Collaborate with cross-functional teams—including marketing, product development, and customer support—to ensure seamless product delivery and high service standards.

• Share updates on portfolio strategy and sales initiatives with internal teams to align execution at both the national and local level.

• Maintain detailed customer records and sales activity using Salesforce CRM.

Qualifications & Requirements

Minimum Requirements

• High school diploma, GED, or equivalent experience

• Minimum of 5 years of outbound sales experience with a focus on technical or solution-based selling
  OR 3 years of experience within WillScot

• Willingness and ability to travel 25%–40%, including occasional overnight travel

• Strong written and verbal communication skills

• Comfortable presenting to audiences at all organizational levels, including executive leadership

• Proficiency in Microsoft Office (Outlook, Word, Excel) and virtual collaboration tools (Zoom, Microsoft Teams, etc.)

Preferred Qualifications

• Experience in cross-selling and leasing

• Background in consultative, solution-based sales approaches

Compensation

Salary Range: $64,700 – $90,600 annually
Compensation is determined based on several factors including relevant education, skills, experience, overtime eligibility, and potential bonus or commission opportunities.

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