Director, Enterprise Accounts

Date: Oct 24, 2024

Location:

Phoenix, AZ, US, 85008

Company: WillScot

Req ID: 52122

At WillScot (NASDAQ WSC), our 4000+ people are at the heart of everything we do. In addition to providing industry-leading pay and benefits, we provide opportunities for development and upward mobility, while investing in the communities we serve. We are the undisputed leader in providing innovative ﬂexible workspace and portable storage solutions, serving an incredible range of customers across all industries from 240+ locations across the United States, Canada, and Mexico.

Our values are our foundation. We constantly strive to diversify our teams to ensure we have the best and brightest talent. We’re deeply committed to creating an inclusive and equitable workplace where each person can contribute while being their authentic self. For more about WillScot and who we are, click here. Build your future with us!

ABOUT THE JOB:

In this role, you will oversee a dedicated team of Enterprise Account Managers, driving client growth and retention strategies to increase revenue, enhance service offerings, and foster long-term partnerships. This role is responsible for managing a defined portfolio of clients and guiding the team to meet strategic growth objectives while ensuring our products and services consistently meet client needs.

KEY RESPONSIBILITIES INCLUDE:

Leadership & Team Management

Lead, coach, and mentor a team of Enterprise Account Managers, each with a defined client portfolio, to meet or exceed annual revenue targets.
Develop a high-performing, motivated team by designing and executing strategies for sustained performance, including systems, policies, training, and development.
Collaborate with the VP of Enterprise Accounts to set individual and team performance goals, monitor results, and adjust strategies as needed.
Recruit, interview, and onboard new team members, ensuring their development and career growth through coaching and mentorship.
Foster and exemplify WillScot’s internal and external culture, leading by example and instilling the same within the team.

Client Growth & Retention

Utilize a consultative selling approach to expand partnerships and foster deeper relationships with senior decision-makers at client organizations.
Develop and implement client growth strategies that include service expansions such as Lease Rent, Value-Added Services (VAPS)/Essentials, Transportation, Fuel, and Design Services.
Ensure the completion and execution of account plans to maintain and grow long-term, multi-level partnerships with clients.

Strategic Account Management

Proactively support the team in client renewals, RFPs, and contract renegotiations, focusing on maximizing company financial returns while strengthening client relationships.
Develop and improve account management practices to enhance client service, growth, and overall management efficiency.
Engage clients in PR opportunities to showcase WillScot’s thought leadership and partnership, enhancing the visibility of our services.

Collaboration & Cross-Functional Alignment

Act as a strategic partner and trusted advisor to clients, ensuring the highest levels of service and partnership.
Collaborate effectively across departments, including Finance, Operations, Sales, Logistics, Legal, Marketing, IT, and Product Management, to drive client success.
Provide valuable input on WillScot’s product strategy and corporate initiatives, leveraging client feedback and market insights.

Industry Insight & Market Leadership

Stay current on industry trends, competitive activity, and evolving technologies to anticipate client needs and adjust strategies accordingly.
Actively participate in discussions that shape WillScot’s product development and major initiatives, leveraging customer input and market insights.

EDUCATION AND QUALIFICATIONS:

7+ years of progressive account management or client relationship management experience with 4+ years of managing high-performing teams.
Bachelor’s degree in Business or a related field preferred.
A proven track record of success in consultative sales and solutions-oriented environments.
Demonstrated ability to lead and develop high-performing teams while managing portfolios of senior-level clients.
Strong financial acumen, with a solid understanding of KPIs, financial analysis, and contract negotiation.
Ability to work effectively in a matrixed environment across multiple departments such as Operations, IT, Sales, Marketing, and Finance.
Proficient in CRM systems and comfortable with evolving technologies.
Exceptional organizational, decision-making, and strategic planning skills.
For Internal Candidates: 4+ years in a Sales role at WillScot and/or 3+ years in a supervisory capacity in career

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

All regular WillScot Holdings Corp. positions offer generous benefits including medical, dental, vision, disability and life insurance, paid time off, Company holidays, tuition reimbursement, and 401(k) with match. Most positions also have variable pay opportunities including commission or bonus, performance rewards, or incentive programs. More information about benefits may be found here.

WillScot provides equal employment opportunities to employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.

WillScot embraces diversity and is committed to equal opportunity in all aspects of employment, including recruiting, hiring, promotion, termination, leaves of absence, compensation, and training. We are focused on building teams that include a variety of backgrounds, lived experiences, and skills. The more inclusive we are, the stronger we will be!