WS - Enterprise Account Manager

WillScot • Scottsdale, AZ

5d • Onsite

About The Position

The Enterprise Account Manager strategically develops and grows share of wallet while managing and expanding long-term business relationships with 7–17 assigned existing Enterprise Accounts. The role builds customer relationships, identifies opportunities for growth, drives profitable revenue and new business development, and executes strategic account plans to meet company expectations.

The position serves as the primary liaison for assigned customers, maintaining account knowledge and communication with internal commercial, operations, finance, legal, logistics, billing, and management partners. It develops and monitors account plans, conducts structured client calls and business reviews, communicates WillScot Mobile Mini’s value proposition, and engages executives and internal resources to support customer initiatives.

The role drives revenue through cross-selling, upselling, product penetration, tailored solutions, strategic marketing, proposals, RFP responses, and contract and renewal negotiations. It collaborates with corporate, regional, local sales, implementation, branch, and operational teams to address customer needs and deliver a strong customer experience. Salesforce and Tableau CRM are used to track performance and share customer opportunities, risks, and insights. The position is office-based, requires a space for confidential conversations, and involves travel of up to 30%, including some overnight travel.

Requirements

• At least five years of outbound sales, account management, and consultative solution-selling experience.
• Proven track record of delivering exceptional results and growing customer accounts.
• Excellent negotiation and customer relations skills.
• Ability to work comfortably with people at a wide range of organizational levels, from entry-level employees to executives.
• Ability to sit, stand, and walk in an office environment and spend the majority of the business day on the phone.
• Ability and willingness to travel up to 30% for customer field visits, including some overnight travel.
• Ability to work in an office setting with an area suitable for confidential conversations.

Nice To Haves

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

Responsibilities

• Develop and maintain in-depth knowledge of assigned Enterprise Accounts, including their industries, goals, challenges, and opportunities.
• Serve as the primary liaison to Enterprise Account customers, ensuring program benefits, reputation, customer service, and clear communication with internal partners.
• Develop, implement, and maintain account plans, including sales strategy, decision-maker and contact identification, account direction, and monitoring of progress.
• Conduct structured client calls, oversee account activities and intelligence, and support quality work, timely responses, and achievement of goals.
• Communicate and educate customers on WillScot Mobile Mini’s value proposition, consultative expertise, customer service, and company strengths.
• Establish quarterly and/or annual business reviews for account review, proactive planning, and presentation of tailored solutions.
• Stay informed about current and new products, acquisitions, and pricing guidelines to maximize revenue opportunities.
• Develop executive relationships at WillScot Mobile Mini and assigned Enterprise Accounts to support initiatives and expand relationships.
• Identify upsell and cross-sell opportunities, buying behavior, and influences to develop accounts, increase product penetration, and support marketing.
• Drive core product and value-added revenue across product offerings.
• Lead solution development that addresses customer needs, coordinating appropriate corporate, regional, and local sales and implementation teams.
• Identify opportunities, buying behaviors, trends, geographic reach, and market share to support the sales process, customer satisfaction, and revenue growth.
• Develop customized strategic marketing outreach at least once annually for each Enterprise Client and identify relevant company marketing initiatives to promote.
• Maintain familiarity with industry and market segments, trends, competitors, and dynamics that may influence customer needs and buying behavior.
• Negotiate new contracts and renewals on commercially viable terms in collaboration with the Director and VP of Enterprise Accounts.
• Prepare proposals and respond to RFPs as needed.
• Manage customer inquiries and resolution regarding contractual matters, agreement execution, escalated service issues, process improvements, program benefits, and coordination of sales for new products, services, and markets.
• Foster 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 an exceptional 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 share best practices with coworkers.
• Attend or recommend local, regional, and national conferences relevant to Enterprise and WillScot Mobile Mini clients.
• 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