ABOUT THE JOB: The Product Sales Manager is responsible for maximizing share of specialty products portfolio across an assigned account, geography, or product line. This role is responsible for driving, building, and maintaining strong revenue streams for designated products, and driving product line growth through effective sales strategies.
WHAT YOU'LL BE DOING:
Drive core product revenue and value-added revenue within one or more assigned product lines including, but not limited to:
Complex modular structures.
Refrigerated (cold-storage) storage containers.
Clear span structures (fabric buildings and industrial tents).
Blast-resistant modular structures.
Approximately 50% of time will be spent conducting customer visits and account development, 25% on outbound prospecting, and 25% on inbound inquiry conversion.
Achieve weekly/monthly/annual KPI goals and objectives including calls, quotes and activations, volume, revenue, and VAP penetration.
Product Knowledge:
Develop and maintain in-depth knowledge of assigned product lines.
Understand existing product applications and prospects.
Act as a point of contact for specialty customers, ensuring satisfaction with our products or services.
Leverage value proposition across portfolio and market.
Account Planning:
Conduct market analysis and planning to identify opportunities within vertical markets with our customers and prospects.
Creatively mine for potential prospects and applications; researching target industries, understanding goals, challenges, and opportunities.
Create plans that outline objectives, strategies, and action plans for assigned portfolio and territory.
Monitor progress against plans and adjust strategies as needed.
Sales and Revenue Growth:
Develop and execute product and account-specific sales strategies to achieve revenue and growth targets.
Identify upsell and cross-sell opportunities 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.
Regularly engage with clients to understand their evolving needs and provide tailored solutions.
Communication and Collaboration:
Collaborate with internal teams, including marketing, product development, and customer support, to ensure the delivery of high-quality products or services.
Communicate strategy or portfolio information and updates to relevant teams within the organization.
Collaborate with commercial and operational partners to ensure strategy awareness and the ability to execute seamlessly at the national and local level for customers.
Utilize Salesforce CRM system to track performance and manage customers collaboratively.
EDUCATION AND QUALIFICATIONS:
High school degree, GED or applicable experience
5 years of outbound sales experience focused on technical products or solution selling.
Willingness and ability to travel 25%-40% to conduct field visits with important customers (some overnight travel).
Demonstrated professional communications (written and spoken).
Comfort presenting at all levels of an organization including C-Suite.
Experience effectively using Microsoft Office (including Outlook, Word, Excel) and virtual meeting platforms such as Zoom, Teams, etc.
PREFERRED REQUIREMENTS:
Experience cross-selling.
Experience with leasing.
Consultative, solution selling approach.
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