Commercial Excellence Manager

at

WILLIAMS SCOTSMAN INC

in Elgin, Illinois, United States Job Description At WillScot, our team of nearly 5000+ people makes our company a Great Place to Work and we believe our people are what give us a competitive advantage in the industry. Our differentiation begins with our values, which are lived through our employees and aligned to the needs of our customers and communities. From day one, we invest in your growth and your future, while giving back to the communities we serve. Learn more about WillScot and who we are, here. As North America's leading provider of complete temporary space solutions, we have helped customers across 260+ locations in the United States, Canada, and Mexico, get the innovative exible workspace and portable storage solutions that are right for their timeline and their project, Right From the Start. Learn More.

ABOUT THE JOB

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 expansion-creating a common, high performing sales motion across teams.

WHAT YOU'LL BE DOING

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 managerled 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, quickreference 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 bestpractice sharing to reinforce consistent behaviors and accelerate capability development. Define competencies and certification standards and track progress against development, adoption, and performance metrics. Partner crossfunctionally with Sales Leadership, Product, Marketing, HR, and Finance to align enablement, process improvements, and growth priorities. Core Deliverables (First 6-12 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. Reduce ramp time for new hires (time to first sale / time to quota). 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

7-10+ 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... For full info follow application link. WillScot Mobile Mini is committed to providing equal employment opportunity without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, or any other protected status with respect to recruitment, hiring, promotion and other terms and conditions of employment. WillScot Mobile Mini takes affirmative action in support of this policy to employ and advance in employment individuals who are minorities, women, disabled, and veterans. To view full details and how to apply, please login or create a Job Seeker account