WS - Product Sales Manager, Clearspan Structures

WillScot • Scottsdale, AZ

5d

About The Position

The Product Sales Manager is responsible for maximizing the share of Clearspan Structures and other designated specialty products across an assigned account, geography, or product line. The role builds and maintains revenue streams and drives product growth through effective sales strategies. Time is allocated approximately 50% to customer visits and account development, 25% to outbound prospecting, and 25% to inbound inquiry conversion.

The manager develops in-depth product knowledge, identifies applications and prospects across the assigned territory, and serves as a point of contact for specialty customers throughout the project lifecycle. The role includes presenting capabilities, interpreting customer scopes and site requirements, coordinating technical bids and quotations, and working with operations teams on project plans and installation execution.

The position also involves market and account planning, identifying and pursuing growth opportunities, developing customer relationships, and collaborating with sales, marketing, product development, customer support, and operational teams. Salesforce CRM is used to track performance and manage customers collaboratively. Travel of 25%–40% across the United States is required.

Requirements

• High school degree, GED, or applicable experience.
• Five years of outbound sales experience focused on tangible technical products or solution selling, or three years of experience at WillScot.
• Strong technical orientation.
• Willingness and ability to travel 25%–40% for field visits across the United States.
• Demonstrated professional written and spoken communication skills.
• Comfort presenting at all levels of an organization, including the C-suite.
• Experience effectively using Microsoft Office, including Outlook, Word, and Excel, and virtual meeting platforms such as Zoom and Teams.
• Demonstrate the company’s stated values: dedication to health and safety, commitment to inclusion and diversity, drive for excellence, trustworthiness and reliability, and devotion to customers.

Nice To Haves

• College degree.
• Prior experience with tented fabric structures or temporary structures.
• Experience cross-selling.
• Experience with leasing.
• Consultative, solution-selling approach.

Responsibilities

• Drive core product and value-added revenue within the Clearspan Structures product lines.
• Conduct customer visits and account development, outbound prospecting, and inbound inquiry conversion.
• Achieve weekly, monthly, and annual KPI goals, including calls, quotes, activations, volume, revenue, and value-added product penetration.
• Develop and maintain in-depth knowledge of Clearspan Structures, product applications, and prospects across the assigned territory, incorporating state-specific requirements as appropriate.
• Serve as a point of contact for specialty customers and support satisfaction throughout the project lifecycle.
• Present capabilities and interpret customer scope and site-specific requirements.
• Coordinate with technical groups to produce design elevations, quotations, bid packages, and value-added product capabilities; deliver technical bid packages.
• Work with Operations Managers and set crews on project plans and installation execution.
• Monitor project milestones for completion and customer satisfaction.
• Conduct market analysis and planning to identify opportunities in vertical markets with customers and prospects.
• Research target industries, understand customer goals and challenges, identify potential prospects and applications, and create plans for the assigned portfolio and territory.
• Monitor progress against plans and adjust strategies as needed.
• Develop and execute product- and account-specific sales strategies to achieve revenue and growth targets.
• Identify upsell and cross-sell opportunities and work with the sales team to close deals.
• Partner with local and branch management to grow units on rent, Essentials penetration, total revenue, and share of wallet while providing an exceptional customer experience.
• Build and nurture long-term relationships with key decision-makers and stakeholders, regularly engaging clients to understand evolving needs and provide tailored solutions.
• Collaborate with marketing, product development, customer support, and commercial and operational partners to support high-quality delivery and seamless execution at national and local levels.
• Communicate strategy, portfolio information, and updates to relevant teams.
• Use Salesforce CRM to track performance and manage customers collaboratively.

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, which may include commission, bonus, performance rewards, or other incentive programs

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: High school or GED