Territory Sales Manager

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. Learn more about WillScot and who we are, here.

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 exible workspace and portable storage solutions that are right for their timeline and their project, Right From the Start. Learn More.

ABOUT THE JOB:

As a Territory Sales Manager at WillScot, you'll drive growth within your assigned territory by increasing market share through high‑volume outbound calling and phone‑based prospecting that converts opportunities into revenue‑generating activations. Working onsite at our Panama City branch location, you'll build strong customer relationships and deliver tailored space and storage solutions that help customers operate more efficiently.

This is a high‑impact, consultative sales role for someone who thrives in a phone‑driven environment, uncovering opportunities through conversation, engaging prospects over the phone, and turning customer needs into actionable solutions. As a trusted advisor, you'll manage the full sales cycle-from proactive outbound calling and discovery through solution design and close-while developing deep product knowledge to clearly articulate value, ROI, and long‑term benefits. Your ability to listen closely, tailor solutions, and execute with urgency in a high‑volume calling environment will directly contribute to revenue growth and sustained customer success.

WHAT YOULL BE DOING:

Sales Growth:

• Develop and execute a strategic sales plan to achieve and exceed sales targets for Containers, Ground Level Offices, Singlewide Modular Structures, and value-added products.
• Approximately 40% of time will be spent on outbound prospecting, 30% on inbound inquiry conversion, and the balance on account development, preparing estimates and bids, reviewing order details, and coordinating internally to ensure the correct products are quoted and delivered.
• Identify and prioritize potential customers, industries, and market segments to pursue for business development.
• Maintain a robust sales pipeline and consistently work towards converting leads into successful sales.
• Pursue a high volume of top project and transactional opportunities while offering turnkey space solutions and value added products.

Customer Relationship Management:

• Build and maintain strong, long-lasting customer relationships through regular communication via phone and exceptional customer service, with the opportunity to go into the field once or twice a month.
• Understand customer needs, provide product recommendations, and address inquiries or concerns promptly.
• Collaborate with customers to create tailored solutions that meet their specific container and modular structure requirements.
• Utilize SalesForce CRM system to track performance and manage customers collaboratively.

Market Analysis:

• Stay up-to-date with industry trends, market conditions, and competitor activities within the territory.
• Conduct market research and analysis to identify potential opportunities for growth and differentiation.
• Provide feedback to the management team on market insights and customer feedback.

Quoting and Pricing:

• Employ a consultative selling approach to maximize pricing and monthly lease rates.
• Prepare accurate and competitive price quotes for potential customers.
• Negotiate terms and conditions of sales agreements to ensure mutually beneficial outcomes.
• Collaborate with internal teams to ensure seamless order processing and delivery.

Reporting and Documentation:

• Maintain detailed records of sales activities, customer interactions, and sales forecasts using CRM software.
• Generate regular reports on sales performance, market trends, and competitor activity for management review.
• Meet daily/weekly expectations on leading indicators to meet trifecta goals.

Team Collaboration:

• Collaborate with cross-functional teams, including operations, logistics, and customer support, to ensure customer satisfaction and successful project execution.
• Provide guidance and support to colleagues when needed to achieve common sales objectives.

EDUCATION AND QUALIFICATIONS:

Basic Qualifications:

• Bachelor's degree or 1+ year of phone‑based sales experience
• Ability to work onsite at the Panama City branch Monday-Friday during standard business hours
• Ability to perform a predominantly phone‑based sales role, with occasional field visits required (no more than 1-2 times per month)

Preferred Qualifications:

• Experience working in high‑volume, phone‑based sales environments with transactional sales cycles and/or leasing models
• Demonstrated consultative, solution‑selling mindset with the ability to uncover needs and recommend value‑driven solutions
• Experience with strategic account management and territory development
• Strong, professional verbal and written communication skills
• High level of comfort interacting with all levels of an organization, from construction site personnel to executive and boardroom audiences
• Proficiency with Microsoft Office Suite and virtual meeting platforms such as Teams and Zoom
• Experience with Salesforce or related CRM

Work Environment:

• This position will be based out of our Panama City branch office (11231 FL-77, Panama City, FL), with field visits 1-2 times per month

This posting is for a(n) Existing Position.

Disclaimer: This posting describes the general nature and level of work performed and does not represent an exhaustive list of responsibilities, duties, skills, or physical abilities required. Team members may be required to perform duties outside normal responsibilities from time to time as needed.

The annual total compensation for this position is typically between $80,000 to $120,000 (Base+Commission). There is no cap in commission earning opportunities.

All regular WillScot positions offer a generous benefits package to help our employees and their families Be Well. This includes medical, dental, vision, disability, life insurance, paid time off (including Company holidays), tuition reimbursement, a retirement savings plan with company match, and more! More information about benefits may be found here. Many positions also have variable pay opportunities including commission, bonus, performance rewards, or other incentive programs.

We are an Equal Opportunity Employer. Veterans and individuals with disabilities are encouraged to apply.