Enterprise Accounts Manager, General Contractors

ABOUT THE JOB:

The Enterprise Account Manager is responsible for managing and expanding  partnerships with current and prospective customers in the General Contractor market and sell the full suite of WillScot products and solutions across their portfolio of accounts.  The role identifies and grows revenue within and existing portfolio of customers, expands WillScot opportunities with other divisions, subsidiaries, and business lines of existing customers and also creates opportunities for new business development within the vertical. This position collaborates closely with internal partners to position other relevant WillScot products for growth.  The Enterprise Account manager will leverage relationships and strategic account plans to meet and exceed growth expectations and will be knowledgeable on the overall General Contractor market so that WillScot is top of mind for our customers in the market.

This role will partner with Territory Sales teams and Inside Sales Representatives to acquire and grow national account business and ensure customer satisfaction. 

The home base for this position must be located within the Gulf region, preferably Dallas, Houston or Atlanta.

WHAT YOU'LL BE DOING:

• Act as overall strategic contact to Enterprise Account customers to ensure program benefits, and customer service.
• Strategically develop, grow and manage long-term business relationships with existing assigned Enterprise Accounts in the General Contractor market 
• Identify and close growth opportunities unique to each Enterprise Account as it pertains to account development, pipeline visibility, and product penetration.
• Focus on cross selling of WillScot products and lead solution development efforts that best address customer needs.
• Expand customer relationships by understanding client buying behaviors, influences, challenges and operations to bring value additive solutions.
• Act as a liaison for Enterprise Account clients with internal key WillScot roles such as operations, sales, new product development, finance, legal, logistics, billing and management.
• Develop and maintain strong executive participation both at WillScot and at assigned Enterprise Accounts to assist in initiatives and relationship.
• Prospect for defined potential new clients in the General Contractor market as defined together with Director and VP of Enterprise Accounts.

CLIENT FOCUS:

• Develop, implement & maintain account plans that include identification of key decision makers, client and WillScot goals and metrics, and overall strategic direction of the account.
• Grow the account through continual alignment of WillScot solutions at new project sites and  through incremental products uptake, such as Essentials, or other new products, as they are developed.
• Oversee account activities while promoting quality work, timeliness in responses, and achievement of goals/expectations.
• Effectively communicate and educate the value proposition and advantages of doing business with WillScot, highlighting consultative expertise, best in class customer service and overall company strengths.
• Establish a cadence of QBR and/or Annual reviews for account review and proactive planning.
• Develop customized marketing plans to foster awareness as well as product relevance for growth and cross sell.
• Negotiate new contracts and renewals with commercially viable terms together with Director and/or VP Enterprise Accounts.  Prepare proposals and response to RFPs as needed.
• Remain up to date with current and emerging industry trend, macro forces, competitors, large project opportunities, and/or other economic indication that can help customer with industry specific solutions.

KEY FACTORS FOR SUCCESS:

• Organized, strong self-starter.
• Team player with the ability to work well with all company departments and form client relationships from entry level to C-Suite. 
• Passionate about consistently exceeding the expectations of the customer
• Effective communicator and customer service skills.
• Ability to work in an environment of frequent change and fast pace

EDUCATION AND QUALIFICATIONS:

• 5+ years experience of demonstrated successful sales and account management experience in client facing account management, Sales, and/or Business Development role
• Experience in the General Contractor market. Understanding of unique dynamics/buying influences of the GCs and their team.
• Proven track record of delivering exceptional results and growth in customer accounts.
• Excellent negotiation and customer relation skills, comfortable dealing with a wide range of customers and people.
• Experience presenting to C-Suite executives
• Demonstrates effective interpersonal and influencing skills
• Ability to multi-task with high degree of attention to detail
• Strong computer skills and be familiar with Microsoft Office Suite (Word, Excel, PowerPoint), Salesforce or similar CRM tools.
• Flexible and must be prepared to travel 40-50% within the US.
• 4-year college degree, preferred

FOR INTERNAL CANDIDATES:  You must have either PSM, KAM, RAM, SAM, MSM, GM experience, and must have experience working directly with General Contractors in previous roles.