Area Sales Manager

About the role

Generate and drive sales of Company products and services to new customers as well as maintain and grow the existing customer base within a defined territory.

Responsibilities

• Grow top-line revenue within assigned geography through professional selling skills to identify, prospect and establish contact with potential customers daily
• Maintain and develop existing customer base through trusted relationship management and identify opportunities for replacements or upgrades to meet challenging needs
• Travel to and from customer and prospective customer sites to meet with decision-makers face to face and learn their business needs
• Assess customer and prospective customer's business issues and business cycles to identify products and services to meet those needs, overcome objections, issues, or concerns as necessary
• Create and present persuasive sales proposals to customers to sell products and develop repeat business
• Develop and implement effective sales strategy to drive sales within territory
• Work closely with Area Service Manager and Service team to support existing customer base and identify potential new customers
• Learn and maintain a strong working knowledge of the entire Fairbanks Product Catalog
• Maintain all contacts, opportunities, quotes, and orders within Microsoft Dynamics CRM system, submit sales reports, forecasts, industry or market reporting, or other administrative duties
• Work with multiple internal teams to provide accurate solutions and sales presentations, accurate quotes, and orders that meet customer's project timelines and expectations
• Adhere to and uphold all Fairbanks Scales policies and procedures

Requirements

• Associate's or bachelor's degree or equivalent work experience
• Minimum of 2 years of outside sales experience
• Experience of 4 or more years of selling industrial or capital equipment is preferred
• Valid driver's license and safe driving record per Company and insurance policies
• Strong attention to detail and organizational skills
• Strong communication skills, both verbally and in writing
• Proficient in Microsoft Office products - specifically Excel, Word, Outlook, and PowerPoint
• Strong mechanical aptitude and working knowledge of electronics
• Understanding of computers, basic networking, and electronics
• Self-motivated to win business with little direction

Qualifications

• Knowledge, Skills, and Abilities - May be representative, but not all-inclusive, of the knowledge, skills, and abilities commonly associated with this position.
• Proficient in Microsoft Office products - specifically Excel, Word, Outlook, and PowerPoint
• Excellent persuasive and negotiations skills
• Excellent problem-solving skills
• Excellent communication skills, both verbally and in writing
• Able to effectively organize and prioritize work as well as concentrate on multiple tasks simultaneously
• Strong attention to detail and organizational skills
• Able to develop and maintain business relationships with internal and external contacts at all levels with excellent interpersonal skills
• Understanding of computers, basic networking, and electronics
• Self-motivated to win business with little direction

Work Environment

• General office conditions
• Exposed to moderate noise levels
• Mainly indoors in an office setting, involving regular contact with customers through phone and email
• Face-to-face contact at many varieties of customer sites including industrial, construction, agricultural and more that are outdoors or outside with varying noise and temperature levels with uneven terrain
• Daily vehicle travel is required for this position to meet with current and prospective customers in a large territory
• Occasional air and overnight travel may be required for trade shows, training, or job site visits

Physical Abilities

• Required to use close vision and be able to focus
• Frequently required to sit, stand and bend at the knee and waist
• Regularly required to talk and hear
• Must be able to have repetitive wrist, hand and/or finger movement to type and work on computer
• Must have finger dexterity and hand-eye coordination to work on computer, telephone, and related office equipment
• Regularly required to walk