Key Account Manager

Key Account Manager

The Key Account Manager 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.

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

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.

Achieve weekly/monthly/annual KPI goals and objectives including calls, quotes and activations, volume, revenue, and VAP penetration.

Account Management:

• 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 or services.
• Leverage WillScot value proposition across customer portfolio and local market.

Sales and Revenue Growth:

• 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.

Relationship Building:

• 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.

Account Planning:

• 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.

Communication and Collaboration:

• 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 collaboratively

Education and Qualifications:

• 4 year college degree in applicable subject area preferred
• 3 year of outbound sales experience.Or, 2 years experience at WS
• Willingness and ability to travel 20%-30% to conduct field visits with important customers (some overnight travel)
• Experience with strategic account management and development
• Demonstrated professional communications (written and spoken)
• Comfort presenting at all levels of an organization from construction site to boardroom
• Experience effectively using Microsoft Office (including Outlook, Word, Excel) and virtual meeting platforms such as Zoom, Teams, etc.

Preferred Requirements:

• College Degree
• Experience in a high-volume, transactional sales cycle
• Experience with leasing
• Consultative, solution selling approach