Area Sales Manager - Industrial

JOB SUMMARY:

The Area Sales Manager drives order and revenue growth of Company products and services

to assigned accounts and/or markets by analyzing and meeting customer needs; developing

and implementing sales plans; selling products, and providing strong customer support within an

assigned geographic territory. The Area Sales Manager is also responsible for direct leadership

of the Account Managers and any independent Manufacturer Representatives assigned to the

industrial sales team.

ESSENTIAL JOB DUTIES AND RESPONSIBILITIES:

1. Achieves annual sales targets by working with the VP of Sales or Sales Manager to establish selling strategy and tactics. Obtains orders and establishes new accounts; plans and organizes daily work; calls on existing and potential sales customers. Analyzes customer needs, requirements, and strategic plans recommending solutions with Company programs.

2. Leads the US industrial sales team, implements best practices including use of CRM, shares market intelligence, and facilitates a working collaborative team environment. Responsible for evaluation, coaching, and development of direct reports.

3. Meets or exceed the number of required calls as set in the sales plan. May be accompanied by others as directed or necessary.

4. Calls on customer and prospect facilities to observe, evaluate, and develop opportunities for the sale of Company products and services.

5. Recommends and sells equipment and repair services utilizing knowledge of hydraulic and off-highway equipment operations, and customer needs. Analyzes application and use of hydraulic components in systems and recommends improvements to reliability and efficiency. Demonstrates and explains use of installed equipment and production processes.

6. Generates, reviews, and/or submits bid specifications and quotations to customers for review and approval.

7. Reviews existing customer specifications for accuracy and opportunity to provide them with a selling advantage and/or an advantage to their bottom line via provision of superior products, quality, delivery, price, and/or service.

8. Submits orders for products and follows up on projects to communicate status to customers. Verifies material list and pricing accuracy and ensures that delivery schedules meet project deadlines, customer needs, and commitments. Manages warranty claims as required.

9. Maintains an opportunity pipeline and keeps management informed through regular activity reports and communications.

10. Collects and reports competitive market intelligence.

11. Enhances professional growth and development through participation in educational programs, current literature, meetings, workshops, etc.

12. Perform related duties as assigned by VP of Sales or Sales Manager.

13. Maintain compliance with all company policies and procedures.

14. Overnight travel as required up to 50%.

EDUCATION AND WORK EXPERIENCE REQUIREMENTS:

1. Bachelor’s degree or equivalent experience required.

2. Must have extensive background in outside sales calling on industrial clients in

mechanical or other technical products and services.

3. Performs work under minimal supervision.

4. Ability to work as part of a team.

5. Ability to effectively communicate with internal stakeholders and external customers.

6. Proven ability to meet deadlines and follow directions.

7. Proficient computer skills, including Google and Microsoft applications, basic drawing &

reading skills, CRM, and ERP systems.

PHYSICAL REQUIREMENTS:

1. Ability to safely and successfully perform the essential job duties consistent with ADA, FMLA, and other federal, state, and local standards, including meeting qualitative and/or quantitative productivity standards.

2. Ability to maintain regular, punctual attendance consistent with the ADA, FMLA, and other federal, state, and local standards.

3. Ability to work safely and adhere to the Swanson Safety System in daily job duties.