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Sales Enablement ManagerWillScot • United States
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Sales Enablement Manager

WillScot
  • US
    United States
  • US
    United States
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About

Commercial Excellence Manager
Elevate sales performance and consistency across WillScot by designing training, coaching in the field, and operationalizing standardized commercial practices. This role builds capabilities, drives adoption of playbooks and tools, and improves pipeline, conversion, and expansioncreating a common, high performing sales motion across teams. Key Responsibilities: Design and deliver sales training and coaching programs that improve selling effectiveness, account growth, and solution adoption across the organization. Embed standardized commercial operating rhythms, including forecasting, pipeline management, opportunity reviews, and manager-led coaching. Coach in the flow of work by observing sales calls, meetings, and pipeline reviews and providing actionable feedback to managers and sellers. Develop and maintain sales playbooks and enablement assets (frameworks, scripts, templates, proposals, quick-reference tools) that support consistent execution. Drive adoption of sales tools and systems (e.g., CRM, CPQ) to improve productivity, pipeline quality, and forecast accuracy. Audit account plans and opportunity strategies to identify expansion opportunities, solution positioning improvements, and deal optimization actions. Facilitate peer learning, workshops, and best-practice sharing to reinforce consistent behaviors and accelerate capability development. Define competencies and certification standards and track progress against development, adoption, and performance metrics. Partner cross-functionally with Sales Leadership, Product, Marketing, HR, and Finance to align enablement, process improvements, and growth priorities. Core Deliverables (First 612 Months): A standardized commercial cadence for pipeline reviews, manager led coaching, and performance management deployed across regions. A complete enablement toolkit (playbooks, frameworks, scripts, proposals, quick reference assets) with defined certification paths. Peer learning programs and a best practice library with spotlighted wins and case studies. Adoption & outcomes dashboards that display certification status, tool usage, pipeline quality, and behavior change. Success Metrics: Revenue & Selling Outcomes: Increase activated revenue, conversion rates, and pipeline quality. Expand account penetration (share of wallet and product breadth). Grow expansion opportunity creation & win rate; increase # and value of complex solutions won. Increase product penetration per account and entry into new solution categories. Management & Process Outcomes: Improve manager led coaching quality (scorecards and seller feedback). Increase consistency in forecasting, pipeline management, and performance management across regions. Raise tool adoption (CRM/CPQ behaviors tied to standards) and playbook usage. Enablement & Capability Outcomes: Achieve certification targets on core competencies; sustain recertification. Demonstrate measurable behavior change linked to training (e.g., better opportunity progression, higher quality activities). Education and Qualifications: 710+ years in Sales, Sales Enablement, Commercial Excellence, or Sales Leadership within multi branch/territory and inside sales environments. Bachelors' degree in Business, Marketing or related field preferred. Experience in leasing business, logistics asset/facility management or other construction-related industry preferred. Preferred internal candidates will have demonstrated success in Sales & Account Management, Cross-Function Process & Project Management or other relevant roles in Sales or Operations. Proven success coaching managers and sellers, implementing operating rhythms, and improving pipeline and conversion. Expertise in solution selling, account growth, complex deal coaching, and commercialization of modular/specialty solutions. Strong data literacy: able to design scorecards, interpret pipeline/forecast metrics, and link behaviors to outcomes. Excellent facilitation, communication, and change leadership; influences without authority across functions. Working Model: Hybrid field/on site coaching with scheduled observations (team meetings, reviews, ride alongs/call coaching). Quarterly cohorts and workshops; monthly enablement drops (assets, case studies, tool updates). Certification cycles with clear pass/maintain criteria and recertification windows. Travel 2030% to priority regions/branches to ensure consistent rollout and reinforcement. This posting is for a(n) Existing Position. Disclaimer: This posting describes the general nature and level of work performed and does not represent an exhaustive list of responsibilities, duties, skills, or physical abilities required. Team members may be required to perform duties outside normal responsibilities from time to time as needed. All regular WillScot positions offer a generous benefits package to help our employees and their families Be Well. This includes medical, dental, vision, disability, life insurance, paid time off (including Company holidays), tuition reimbursement, a retirement savings plan with company match, and more! Many positions also have variable pay opportunities including commission, bonus, performance rewards, or other incentive programs. We are an Equal Opportunity Employer. Veterans and individuals with disabilities are encouraged to apply.
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