WS - Enterprise Account Manager

WillScot • Scottsdale, AZ

3d • Onsite

About The Position

WillScot is seeking an Enterprise Account Manager to strategically grow share of wallet and manage long-term relationships with an assigned portfolio of 7–17 existing Enterprise Accounts. The role identifies opportunities for profitable revenue growth and new business development, develops strategic account plans, and leverages customer relationships to meet and exceed company expectations.

The Enterprise Account Manager serves as the primary customer liaison and coordinates with internal commercial, operational, finance, legal, logistics, billing, and management teams. The role develops account strategies, leads customer reviews, identifies cross-sell and upsell opportunities, supports solution development, negotiates contracts and renewals, and prepares proposals and RFP responses. It also maintains account information and performance insights in Salesforce and Tableau CRM and contributes to peer coaching and sharing best practices.

This is an in-office role requiring space for confidential conversations. Travel of up to 30% is required for customer field visits, with some overnight travel. The position requires the ability to sit, stand, and walk in an office environment and to be on the phone for most of the business day.

Requirements

• At least five years of outbound sales, account management, and consultative solution-selling experience.
• Proven record of delivering exceptional results and growing customer accounts.
• Excellent negotiation and customer-relations skills.
• Comfort dealing with a wide range of organizational levels, from entry-level contacts to executives.
• Ability to sit, stand, and walk in an office environment and be on the phone for most of the business day.
• Willingness and ability to travel up to 30%, including some overnight travel.
• Ability to conduct confidential conversations in an in-office work setting.

Nice To Haves

• College degree preferred.
• At least three years in sales or account management roles at WillScot preferred.
• Experience in construction and/or rental industries preferred.
• Experience growing customer accounts preferred.
• Salesforce and SAP experience preferred.
• Affiliation with trade associations to support networking and marketing knowledge is desirable.

Responsibilities

• Develop and maintain detailed knowledge of assigned Enterprise Accounts, including their industries, goals, challenges, opportunities, and buying behavior.
• Serve as the primary liaison for Enterprise Account customers, supporting program benefits, company reputation, customer service, and resolution of customer inquiries and escalated service issues.
• Communicate regularly with internal commercial, operations, finance, legal, logistics, billing, and management partners.
• Develop, implement, maintain, and monitor strategic account plans, including sales strategy, key decision makers, customer contacts, and account direction.
• Conduct structured client calls and establish a cadence of quarterly business reviews and/or annual reviews for account planning and tailored solutions.
• Communicate the value proposition and advantages of doing business with WillScot Mobile Mini, including its consultative expertise, customer service, and company strengths.
• Stay current on products, acquisitions, and pricing guidelines to identify revenue opportunities.
• Develop executive relationships at WillScot Mobile Mini and within assigned Enterprise Accounts, using internal resources to support initiatives and expand relationships.
• Identify upsell and cross-sell opportunities, buying influences, product penetration opportunities, and customer-specific marketing opportunities.
• Drive core product and value-added revenue across company product offerings.
• Lead solution development to address customer needs and coordinate corporate, regional, and local sales and implementation teams.
• Identify opportunities, buying behaviors, trends, geographic reach, and market share that can inform sales activity, customer satisfaction, and revenue growth.
• Develop customized strategic marketing outreach at least once per year for each Enterprise Client and promote relevant company marketing initiatives.
• Monitor industry and market segments, trends, competitors, and other dynamics that may affect customer needs and buying behavior.
• Negotiate new contracts and renewals with commercially viable terms in collaboration with the Director and VP of Enterprise Accounts.
• Prepare proposals and respond to RFPs as needed.
• Foster productive communication between field sales, operations, and the Enterprise Account team to encourage team selling.
• Work with local and branch management to grow units on rent, Essentials penetration, total revenue, and share of wallet while delivering a strong customer experience.
• Use the WillScot Mobile Mini value proposition across the customer portfolio and local market.
• Use Salesforce and Tableau CRM to track performance and share customer opportunities, risks, and insights with internal teams and management.
• Contribute to peer coaching and sharing best practices; attend or recommend relevant conferences.
• Maintain current Action Plans, Executive Snapshots, and Client Contacts in Salesforce.

Benefits

• Medical insurance
• Dental insurance
• Vision insurance
• Disability insurance
• Life insurance
• Paid time off, including company holidays
• Tuition reimbursement
• Retirement savings plan with company match
• Variable pay opportunities may include commission, bonus, performance rewards, or other incentive programs

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed