KERI MARTINEZ

Responsible for maximizing share of specialty products portfolio across a geography and specific product line. Responsible for driving, building, and maintaining strong revenue streams for designated products, and driving product line growth through effective sales strategies.

• Drive core product revenue and value-added revenue within one or more assigned product lines including but not limited to:
• Refrigerated (cold-storage) storage containers
• Sales and Revenue Growth:
• 50% of time will be spent conducting customer visits and account development, 25% on outbound prospecting, and 25% on inbound inquiry conversion.
• Achieve weekly/month/annual KPI goals and objectives including calls, quotes, activations, volume, revenue and VAP penetration.
• 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.
• 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 WillScot 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.
• Relationship Building:
• Build and nurture strong, long-term relationships with key decision-makers and stakeholders within the assigned accounts.
• 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 to key accounts.
• Communicate strategy or portfolio information and updates to relevant teams within the organization.
• Collaborate with commercial and operational partners to ensure 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.

• Responsible for account management with our Strategic Accounts to drive sales and maintain customer service expectations.
• Strong focus on account management that leads to lead generation, quoting, and opportunity closing, to drive share and revenue growth for the company.
• Working with the Strategic Account Managers to conduct Quarterly Business Reviews that implement customer-specific growth strategies.
• Provide sales support to handle any service or billing requests.
• Responsible for product knowledge across the portfolio of WSMM products, services, and capabilities.
• Negotiated payment plans with clients experiencing financial difficulties, reducing bad debt.
• Managed and maintained a portfolio of 25+ client accounts, ensuring timely payments and customer satisfaction yearly.
• Listened to customer needs to identify and recommend best products and services.
• Monitored account performance, identifying issues and implementing corrective actions as needed.
• Assisted in the development of new account services and products based on client needs and feedback.
• Increased profitability and revenue by identifying customer needs and determining appropriate offerings.
• Responded promptly to customer inquiries via phone, email, social media channels.
• Handled spirited customer conversations and alleviated disputes using appropriate communication skills and conflict resolution techniques.
• Developed and implemented strategic account plans to achieve customer retention goals.
• Maintained up-to-date records of customer interactions in CRM system.
• Generated leads through cold-calling prospective customers, networking events.

• Proven track record of coordination with account growth and retention through account management and development -In & Outside Sales
• Develop proposals, negotiate and price products, and implement contracts and agreements while achieving goals set by myself and management
• Excellent customer service and follow-up
• Effective interpersonal and influencing skills
• Multi-task with a high degree of attention to detail

• Monitored market trends and competitor activity to adjust sales strategies accordingly.
• Utilized CRM software to track sales progress and communicate with team members.
• Leveraged computer system to input customer orders and pricing information.
• Conducted market research to identify selling possibilities and evaluate customer needs.
• Contacted new and existing customers to discuss product and service solutions.
• Maintained and updated customer database with contact details and sales interaction history.
• Identified customer needs by asking questions and advising on best solutions.
• Initiated sales correspondence, preparing and presenting professional bids to customers.