Area Sales Manager

Role: Area Sales ManagerOverview: 5-7 years of direct sales experienceTechnical education or technically competentComfortable working with engineers and comprehending complexitiesWorking for a custom manufacturer (preferred) or experience in the custom manufacturing environmentProduct experience (HMI - human machine interface) a plus, but not requiredComfortable in industrial sales (not consumer sales)Location: East Coast, near major airport No consumer level products. Working for or with manufacturing environment. It's not an off-the-shelf product. Can take 1-4 years of time to engineer and develop.

SUMMARY:Reporting directly to the Director of Sales and Marketing, the Area Sales Manager is responsible for developing new business with existing customers, actively seeking new sales opportunities, and managing a team of independent Manufacturers Representatives. In this position, the ASM serves as both an Account Manager to key accounts and Area Manager for the region. As a member of a large global sales team, the ASM coordinates efforts and strategies working closely with Customer Service Representatives, fellow ASMs, Global Key Account Managers and other Sales Professionals around the world.

As an Account Manager, the ASM is responsible for growing and managing all aspects of the business relationship with assigned national Key Accounts. This includes achieving sales and margin targets, implementation of projects from acquisition to full production, shaping and assuring customer satisfaction and loyalty, and act as the primary point of contact for the customer. Key Accounts are often part of larger international accounts requiring the ASM to coordinate with the Global Key Account Manager.

As an Area Manager, the ASM is responsible for finding new customers, identifying and managing new opportunities within existing customers, and growing the business within a specified region. The ASM will also manage associated independent Manufacturer’s Representatives within the territory. This position requires a positive-minded, creative, self-starting, self-sufficient person who enjoys meeting and working with people in the manufacturing environment. This individual will be successful broadening relationships that generate and strengthening business associations into true partnerships, thinking and acting globally, creating and coordinating strategies that involve engineering, purchasing, product management, manufacturing, quality, and R&D. SCOPE OF RESPONSIBILITIES: Account Manager • Responsible for managing all aspects of key customer accounts across multiple locations through annual budgeting, monthly revenue forecasts, monthly account strategies and updates. • Maintain relationships with key contacts in R&D, Engineering, Procurement, and Quality as well as the executive staff. • Leverage the corporate strengths and initiatives to create account specific strategies to achieve overall sales results. • Manage priorities and activities to assure customer demands and company's interests are being met and appropriately communicated. • Determine the quantitative and qualitative potential of customers including market strengths and weaknesses, key initiatives, internal structure and work processes, cost reduction methodologies, et.c • Manage the review and signing of contracts, supplier agreement documents, scope of work documents, and similar. • Develop annual plans for sales, meetings, marketing incentives, technology reviews. • Negotiate prices and fees in accordance with company guidelines. • Present customer strategies and progress to management. Area Manager • Find, prospect, research and qualify leads. • Secure meetings with potential customers to introduce organization and vet their qualifications and determine their interest. • Expand relationships with existing customers to increase sales. • Give company overview presentations to potential customers. • Arrange and participate in Lunch & Learns meetings with customers. • Train and motivate the Independent Reps. • Develop annual sales and bookings budgets. • Participate in trade shows, marketing programs to drive sales and the company’s content marketing strategy. Other • Work closely with Customer Service, Engineering, Manufacturing, and Quality to assure world class communication, and customer satisfaction. • Maintain detailed account updates within CRM system. • Monitor compliance with terms and conditions of sales.

KNOWLEDGE AND EXPERIENCE: • Bachelor's Degree (technical degree preferred or equivalent selling experience) and 5+ years of experience selling complex electromechanical systems. • Experience working with large international global customers across several countries. • Experience generating detailed business / marketing strategies. • Experience presenting to upper management. • Experience working for a manufacturer and within the manufacturing environment. • Experience with CRM systems. • Experience working with Manufacturers Sales Representatives. • Experience creating presentations and presenting in front of people (online or in person). • Comfortable traveling 40% of the time. COMPENTENCIES: • Ability to establish positive business relationships with all customers and identify customer needs. • Understands technical needs of customers to facilitate explanations to appropriate departments. • Effective in juggling multiple priorities and tasks. • Consistently demonstrates behaviors to get the job done. • Able to use negotiating skills to close a sale.

PHYSICAL REQUIREMENTS: • Travel long distance and internationally.