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. Generate leads, meet with prospects and current customers, create a quote pipeline, and present product features and benefits to meet customer needs to continually meet or exceed established sales and revenue goals.

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

This position requires an 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.

• Must have and be able to maintain a valid driver's license and safe driving record per Company and insurance policies and pass a driving physical

Skills

• Proficient in Microsoft Office products - specifically Excel, Word, Outlook, and PowerPoint
• Excellent persuasive and negotiation skills
• Excellent problem-solving skills
• Excellent communication skills, both verbally and in writing
• Ability to effectively organize and prioritize work as well as concentrate on multiple tasks simultaneously
• Strong attention to detail and organizational skills
• Ability to develop and maintain business relationships with internal and external contacts at all levels with excellent interpersonal skills
• Mechanical aptitude and working knowledge of electronics
• 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. This work is 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

The physical demands described below are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform essential functions.

• Required to use close vision and be able to focus
• Regularly required to talk and hear; frequently required to sit, stand and bend at the knee and waist, and walk
• 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
• Regular attendance is a necessary and essential function