Product Sales Manager

WillScot • Shakopee, MN

10d • $100,000 - $170,000 • Onsite

About The Position

The Product Sales Manager (PSM) maximizes the share of WillScot’s specialty product portfolio across an assigned account, geography, or product line. The role builds and maintains revenue streams for designated products and drives product-line growth through effective sales strategies. Assigned products may include complex modular structures, refrigerated (cold-storage) storage containers, clearspan structures (fabric buildings and industrial tents), and blast-resistant modular structures.

The PSM develops product and account-specific sales strategies, grows revenue and customer share of wallet, identifies opportunities to upsell and cross-sell, and provides an exceptional customer experience. The role develops in-depth product knowledge, analyzes markets and target industries, creates and monitors account and territory plans, and builds relationships with customer decision-makers. The PSM collaborates with sales, marketing, product development, customer support, commercial, and operational teams, and uses Salesforce CRM to track performance and manage customers.

Approximately 50% of the role is spent on customer visits and account development, 25% on outbound prospecting, and 25% on inbound inquiry conversion. The position is in-office, with travel of up to 30%, including some overnight travel. Annual total compensation is typically $100,000–$170,000 including commission, with no cap on variable incentive earnings. The stated base wage range is $68,600–$96,000.

Requirements

• High school diploma required.
• At least three years of outbound sales experience or two years of WillScot experience.
• Experience in high-volume, transactional sales cycles and leasing.
• A consultative, solution-selling mindset.
• Experience with strategic account management and development.
• Strong professional written and verbal communication skills.
• Comfort presenting at all organizational levels, from construction sites to boardrooms.
• High proficiency with Microsoft Office Suite, including virtual meeting platforms such as Zoom and Teams.
• Willingness to travel up to 30% for field visits with important customers, including some overnight travel.
• Ability to sit, stand, and walk in an office environment and to be on the phone for most of the business day.

Nice To Haves

• College degree in an applicable subject area.
• Salesforce CRM proficiency.

Responsibilities

• Drive core product and value-added revenue within one or more assigned product lines.
• Conduct customer visits, develop accounts, prospect outbound, and convert inbound inquiries.
• Achieve weekly, monthly, and annual KPI goals, including calls, quotes, activations, volume, revenue, and VAP penetration.
• Develop and execute product- and account-specific sales strategies to meet revenue and growth targets.
• Identify upsell and cross-sell opportunities and work with the sales team to close deals.
• 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.
• Develop and maintain in-depth knowledge of assigned product lines, applications, and prospects.
• Serve as a point of contact for specialty customers and support their satisfaction with products and services.
• Leverage WillScot’s value proposition across its portfolio and markets.
• Conduct market analysis and planning to identify opportunities in vertical markets among customers and prospects.
• Research target industries and prospects, identify potential applications, and understand customer goals, challenges, and opportunities.
• Create plans with objectives, strategies, and action steps for the assigned portfolio and territory; monitor progress and adjust strategies as needed.
• Build and nurture long-term relationships with key decision-makers and stakeholders, and engage clients to understand evolving needs and provide tailored solutions.
• Collaborate with marketing, product development, customer support, commercial, and operational teams to support quality delivery and seamless execution at national and local levels.
• Communicate strategy, portfolio information, and updates to relevant internal teams.
• Use Salesforce CRM to track performance and manage customers collaboratively.
• Perform additional duties and functions as assigned.

Benefits

• Medical, dental, and vision insurance.
• Disability insurance and life insurance.
• Paid time off, including company holidays.
• Tuition reimbursement.
• Retirement savings plan with company match.
• Variable pay opportunities, including 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