Key Account Manager

WillScot•Hatfield Township, PA

14d•Onsite

About The Position

At WillScot, our team of nearly 5000+ people makes our company a Great Place to Work® and we believe our people are what give us a competitive advantage in the industry. Our differentiation begins with our values, which are lived through our employees and aligned to the needs of our customers and communities. From day one, we invest in your growth and your future, while giving back to the communities we serve. As North America’s leading provider of complete temporary space solutions, we have helped customers across 260+ locations in the United States, Canada, and Mexico, get the innovative flexible workspace and portable storage solutions that are right for their timeline and their project, Right From the Start. The Key Account Manager (KAM) 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.

Requirements

High School diploma required; college degree in applicable subject area preferred.
Minimum of three years of outbound sales experience or two years of WillScot experience.
Salesforce CRM proficiency preferred.
Willingness to travel up to 30% to conduct field visits with important customers (some overnight travel).
Experience in high-volume, transactional sales cycle and leasing.
Possess mindset of consultative, solution selling approach.
Experience with strategic account management and development.
Demonstrated high level and professional communication (written and verbal).
High degree of comfort presenting at all levels of an organization (from construction site to boardroom).
High level proficiency with Microsoft Office Suite including virtual meeting platforms such as Zoom, Teams, etc.

Responsibilities

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.
Achieve weekly/monthly/annual KPI goals and objectives including calls, quotes, activations, volume, revenue and VAP penetration. 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.
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.
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 and/or services.
Leverage WillScot value proposition across customer portfolio and local market.
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.
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.
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.