Account Executive: Account Executive Algeco Scotsman Group and Company Overview Williams Scotsman, Inc. is a leading provider of space solutions for the construction, education, energy, industrial, commercial/retail, healthcare, and government markets. With operations in the United States, Mexico, and Canada and serving more than 25,000 customers, Williams Scotsman operates a fleet of nearly 100,000 modular space and secure storage units that are leased through a network of more than 90 branch locations throughout North America. The Companys roots date back to the late 1950s when it obtained a patent from the U.S. Federal Government for inventing the concept of prefabricated mobile modular offices in the USA. In addition to its core leasing business, the Company designs and develops permanent modular structures. Williams Scotsman, Inc. is part of Algeco Scotsman, a leading global business services provider focused on modular space, secure portable storage solutions and workforce camp accommodations. Operating as Williams Scotsman and Target Logistics Management in North America, Algeco in Continental Europe, Elliott in the United Kingdom, Eurobras in Brazil, Ausco in Australia and Portacom in New Zealand, the company manages a fleet of more than 310,000 units, with operations in 37 countries. PURPOSE In this role you will work across multiple vertical markets to lease/sell mobile offices, classrooms, medical offices and labs as well as storage containers and modular buildings. You will take direct ownership of an assigned territory and deliver the highest level of service to existing customers while proactively developing a pipeline of new business. Areas key to your success with Williams Scotsman will be the ability to project manage complex building installations, a thorough understanding of branch operations/fleet logistics and responsiveness in a highly competitive marketplace. Main responsibilities * Aggressively prospect, cold call, penetrate new accounts and increase revenue across a wide range of vertical markets including construction, energy, healthcare, education and government. * Demonstrate drive and focus in meeting or exceeding designated goals for assets leased, revenue and product delivery, as well as new account generation. * Engage prospects with a consultative selling style and establish credibility and trust based on your understanding of customer industry, business and project requirements. * Interact effectively and build rapport with customers ranging from C-level executives to construction managers, resulting in long-term productive relationships. * Partner with Sales Support in an environment that values team selling; leverage the expertise and relationships of Key Account and National Sales Managers to close larger transactional business. * Research customer needs and develop targeted sales pitch; deliver presentations and lunch and learns to large general contractors, architectural/engineering firms and school boards. * Craft solutions and accurately prepare quotes/proposals in conjunction with operations teams for projects ranging from mobile and highly configurable offices and storage containers to custom multi-level modular buildings for a more permanent installation. * Project manage the installation of multiple building compounds; review blueprints and site plans and address issues including footprint, elevation, ramps/decks, power, plumbing and connectivity between buildings. * Utilize Salesforce CRM when prospecting; document lead generation and all pertinent account/prospect conversations and activity. * Monitor and stay abreast of developments in your territory and gain advantage by thoroughly understanding the competitive landscape. * Maintain Williams Scotsman market leadership by conducting business with the highest degree of integrity and proactively addressing all customer service issues. Key factors for success (short-term, mid-term and long-term) * Goal oriented, has a strategic mind set, plans accordingly for all activities * Self motivated with high level of drive, energy, persistence and initiative. Is proactive, committed, has high standards, achievement oriented, does what it takes to get job done and has a high level of enthusiasm with everything they do. * Tenacious and proficient at developing long term relationships that grow year over year, always prepared to act as a consultant and resource to customers, sees the opportunities in customers and prospects, bases decisions on fact and intuition. * Understands customers wants so they can create need and sell on value instead of just product based selling. Demonstrates a continued personal concern for the customer in order to remind the customer of the value of Williams Scotsman. * Strong networker and prospector with creativity and marketing flair. Works to generate continued business form existing accounts, emphasizing steady maintenance over periodic home runs * Consistently initiates regular customer contact and seeks evaluation of past performance and suggestions for improvement. * Able to communicate with multiples layers of Organizations, including Senior Leadership. Through a constant presence, becomes aware of changes in a customers organization and alters sales plan accordingly. * Team player with high level of influence and strong management skills, able and willing to be assertive when necessary. Displays leadership characteristics when developing relationships with customers. * Able to recognize the various stages of opportunities, recognized buying signals, can effectively trial close and is able to ask for the customers commitment to Williams Scotsman. * Ability to understand the nuances of managing a project from start to finish, including delivery, set up, site and design issues while maintaining margins * Strong communication and presentation skills. * Well Organized, able to handle multiple tasks at once. Qualifications * A BS/BA degree or equivalent experience and a track record of sales achievement. * Our ideal candidate will offer 5 years of progressive sales experience in the Mobile Office, Modular Building, Logistics or Equipment Leasing industry. * Strong project management skills; experience directing operations teams through all phases of an installation delivering on-time and within budget. * Knowledge of general construction or the capacity to quickly learn the Mobile/Modular industry, including complex fleet logistics, state/federal requirements, ADA, building codes and the permit application process. * Demonstrated skill developing and nurturing respectful, long-term customer relationships. * A positive can-do attitude coupled with energy, a strong goal orientation and a willingness to share success with your colleagues. * A steadfast commitment to service delivery and meeting the business needs of your customer. * Strong presentation, influence, negotiation and closing skills, in combination with good interpersonal, communication, time management and organizational skills. * Computer proficiency with MS Office/Excel/Outlook and Salesforce or other CRM (customer relationship management) applications. * Local travel requires a safe driving record. Compensation & Benefits Information * Competitive Compensation * Medical, Dental, & Vision Insurance * Prescription Plan * Life Insurance * Disability Coverage * 401(k) Program with Company Match * Paid Vacation, Holidays & Sick Days * Employee Assistance Program * Tuition Assistance * Employee Referral Program Williams Scotsman, Inc., is an Equal Opportunity Employer. For further information on Williams Scotsman, Inc., see our website atwillscot. Job requisition number NA00525 Company: Williams Scotsman Location: Portland, OR 97203 Status: Full Time, Employee Job Category: Sales/Retail/Business Development Education Level: Bachelors Degree Reference Code: NA00525_1408720034 Follow CompanyYour information may be shared with the company.Following CompanyReport this jobSaveEmailAll Williams Scotsman jobsMore Information »
Posted on: Sun, 24 Aug 2014 14:08:41 +0000
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