Outside Sales Representative

Required Skills & Experience

• High school diploma, GED, or equivalent applicable experience
• 2–5 years of outbound sales experience with a focus on product sales
• Experience using CRM systems, including Salesforce
• Background in construction and/or equipment rental industry
• Strong professional communication skills (written and verbal)
• Proficiency with Microsoft Office (Outlook, Word, Excel)
• Experience using virtual meeting tools such as Zoom and Microsoft Teams

Role Overview

• Responsible for maximizing market share of specialty products within an assigned account base, territory, or product line
• Drive, build, and maintain strong revenue streams for designated product lines
• Grow product lines through effective sales strategies, including high-volume outbound prospecting and inbound inquiry conversion

Key Responsibilities

Sales Execution & Pipeline Management

• Drive core and value-added revenue across Perimeter Solutions product lines
• Prospect high volumes of projects and transactional opportunities to maintain a strong sales pipeline
• Convert leads into closed sales through outbound and inbound efforts
• Allocate time approximately as follows: 45% outbound prospecting, 35% account development, 20% inbound inquiry conversion
• Meet weekly, monthly, and annual KPIs related to calls, quotes, activations, volume, revenue, and VAP penetration

Product Knowledge

• Develop and maintain in-depth knowledge of assigned product lines and applications
• Serve as a primary point of contact for specialty customers
• Ensure customer satisfaction while leveraging the WillScot value proposition across the portfolio

Account & Territory Planning

• Conduct market analysis to identify opportunities across vertical markets
• Research target industries to understand customer goals, challenges, and opportunities
• Develop account and territory plans outlining objectives, strategies, and action steps
• Monitor performance and adjust strategies as needed

Revenue Growth & Strategy

• Execute product- and account-specific sales strategies to achieve growth targets
• Identify and pursue upsell and cross-sell opportunities
• Partner with local and branch leadership to grow units on rent, Essentials penetration, total revenue, and share of wallet
• Deliver an exceptional customer experience

Relationship Management

• Build and maintain long-term relationships with key decision-makers and stakeholders
• Engage regularly with customers to anticipate needs and deliver tailored solutions

Reporting & CRM Management

• Use Salesforce CRM to track customer activity, performance, and forecasts
• Maintain accurate records of sales activities and customer interactions
• Prepare reports on sales performance, market trends, and competitor activity
• Meet daily and weekly KPI reporting expectations

Communication & Collaboration

• Partner closely with internal teams including marketing, product, customer support, and operations
• Communicate product, portfolio, and strategy updates across the organization
• Collaborate with commercial and operational partners to ensure consistent execution at local and national levels