National Account Manager - Retail

WillScot • Scottsdale, AZ

4d • Remote

About The Position

WillScot is hiring a National Account Manager to strategically develop and grow assigned existing enterprise accounts in the retail vertical. The role manages and expands long-term customer relationships across a portfolio of approximately 7–12 accounts, identifies opportunities to increase share of wallet, and drives profitable revenue and new business development. The position is remote, with preference for candidates near a major city or airport, including the listed metro areas. The role requires travel of up to 30%–50%, including some overnight travel, for customer field visits. The posting describes this as a new position.

The National Account Manager is the primary customer liaison and coordinates with internal sales, operations, finance, legal, logistics, billing, and management teams. The role develops and maintains strategic account plans, conducts structured customer calls and business reviews, communicates WillScot Mobile Mini’s value proposition, identifies cross-sell and upsell opportunities, leads tailored solution development, negotiates contracts and renewals with senior account leaders, and prepares proposals and RFP responses. The position also uses Salesforce and Tableau CRM to track account performance and share customer opportunities, risks, and insights.

The role requires a minimum of five years of outbound sales, account management, and consultative solution-selling experience. A college degree is preferred. Retail-industry experience is sought, and WillScot experience is preferred. The job involves working in an office-type environment with a private area for confidential conversations, and the ability 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 track record of delivering exceptional results and increasing growth in customer accounts.
• Excellent negotiation and customer-relations skills, including comfort working with people at organizational levels ranging from entry level to executive.
• Ability to sit, stand, and walk in an office environment and to be on the phone for most of the business day.
• Willingness and ability to travel up to 30%–50% for customer field visits, including some overnight travel.
• Ability to work in an office-type setting with an area suitable for confidential conversations.

Nice To Haves

• College degree preferred.
• WillScot experience preferred, with at least three years in sales or account-management roles preferred.
• Retail-industry experience, ideally in Big Box, Specialty Retail, Grocery, Group Purchasing Organization, or other POS, with product background.
• Experience in the rental leasing industry is a plus but not required.
• Salesforce, CRM, and Tableau experience preferred.
• Affiliation with trade associations is desirable to support networking and marketing knowledge.
• Location near a major city or airport preferred, including Metro Atlanta, Metro Chicago, Metro Nashville, Metro Minneapolis, Metro Dallas, Metro Denver, or Metro St. Louis.

Responsibilities

• Develop and maintain in-depth knowledge of assigned enterprise accounts, including their industries, goals, challenges, and opportunities.
• Serve as the primary liaison for enterprise customers, ensuring program benefits, reputation, and customer service, and maintaining clear communication with internal stakeholders.
• Create, implement, and maintain strategic account plans, including sales strategy, key decision makers, critical contacts, and account direction; monitor progress against plans.
• Conduct structured client calls to implement strategies, encourage interaction, and understand buying behavior; oversee account activity and intelligence and support timely, high-quality work and goal achievement.
• Communicate and educate customers about WillScot Mobile Mini’s value proposition, consultative expertise, customer service, and company strengths.
• Establish quarterly business reviews and/or annual reviews for account assessment, proactive planning, and tailored solution presentations.
• Stay informed about current and new products, acquisitions, and pricing guidelines to identify revenue opportunities.
• Develop executive relationships at WillScot Mobile Mini and customer organizations to support initiatives and expand relationships.
• Identify upsell and cross-sell opportunities and account-specific buying behaviors and influences.
• Grow core-product and value-added revenue across company 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 to support sales, customer satisfaction, and revenue growth.
• Develop customized strategic marketing outreach at least once per year for each enterprise client and identify 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 conjunction with the Director and VP of Enterprise Accounts.
• Prepare proposals and respond to RFPs as needed.
• Manage customer inquiries and resolution relating to contract matters, agreement execution, escalated service issues, process improvements, program-benefit education, and sales coordination 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 supporting a strong customer experience.
• Apply 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 with coworkers.
• Attend or suggest local, regional, and national conferences relevant to enterprise and company clients.
• Keep action plans, executive snapshots, and client contacts current 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