Director, Retail Business Development

Date: Mar 6, 2025

Location:

Phoenix, AZ, US, 85008

Company: WillScot

Req ID: 53174

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:

Are you a growth-minded sales leader with a hunter mentality and a passion for unlocking new markets? We’re looking for a Director, Retail Business Development to drive high-value growth across a key vertical. In this role, you’ll take the lead in identifying and closing strategic new clients.

You’ll build and execute go-to-market plans, forge strong relationships with clients and partners, and collaborate across teams to deliver tailored solutions that solve real business challenges. Your deep understanding of the retail landscape, ability to spot trends, and skill in leveraging data and networks will be critical to your success.

At WillScot, we don’t just sell — we solve. If you thrive on winning new business, creating lasting value, and shaping a high-growth vertical, this is your opportunity to make a big impact.

This role will include some travel opportunities for attending conferences for networking and new contacts.

WHAT YOU'LL BE DOING:

Business Development & Sales Execution

Prospect, engage, and close high-value new customers within the assigned vertical market.
Develop, implement, and execute Go-To-Market (GTM) plans that identify key customers and commercial relationships, working closely with the broader sales team to amplify efforts.
Conduct targeted sales calls and meetings that effectively position WillScot’s full product portfolio.
Prepare compelling proposals and respond to RFPs, demonstrating a deep understanding of customer requirements and WillScot’s unique value proposition.
Seamlessly transition newly acquired customer relationships to the appropriate account management team for long-term servicing and growth.

Strategic Thinking & Market Insight

Create and manage customer-focused strategies that address client challenges and deliver a competitive advantage for WillScot.
Monitor industry trends and competitive activity to identify emerging opportunities and mitigate risks within the vertical.
Drive strategic marketing and outreach efforts in collaboration with the Marketing team to build brand presence and generate new leads within the vertical.

Collaboration & Cross-Functional Leadership

Collaborate across internal stakeholders — including Sales, Marketing, Design Services, Legal, and Operations — to support key growth initiatives and successfully close deals.
Leverage internal departments to create tailored blueprints and professional bid documents that elevate the customer experience and support business development goals.

Contract Negotiation & Customer Onboarding

Negotiate commercial contracts, master lease agreements, and terms and conditions, ensuring alignment on expectations and profitability metrics in partnership with the vertical leader.
Facilitate a smooth customer onboarding experience, setting the stage for long-term success and continued partnership with WillScot.

Customer Relationship Management

Deliver world-class customer service and foster strong, lasting relationships that lead to repeat business and customer advocacy.

EDUCATION AND QUALIFICATIONS:

10+ years of successful commercial sales or business development experience with proven results.
Bachelor’s Degree in Business Administration, Marketing, or related field.
Proven track record of prospecting and winning new high value business in the assigned vertical market.
Knowledge of the commercial business proposal/bid processes, working competitive proposals, proactive quote opportunities, and developing leads through the sales lifecycle.
Direct experience related to proposal preparation, contract negotiations, cost/price analysis, contract administration for large commercial/retail accounts.
Excellent negotiation and customer relation skills.
Ability to work effectively in a matrixed environment across multiple cross-functional departments.
Proficient in CRM systems and comfortable with evolving technologies.
Exceptional organization, decision-making, and strategic planning skills.
Ability to travel moderately to extensively within the US. (50% travel)

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!