Area Sales Manager - National Accounts
Our Client is seeking a Sales Manager who will be responsible for growing business in one of their most important accounts - a large, global account with 74locations. Candidates will ideally have global account experience and experience in powder metallurgy, metal injection molding, industrial machinery, castings or a related components Manufacturing
industry. Home-office based. Domestic and international travel50% - 60%.
- Would you describe yourself as a proactive self-starter who thrives on exceeding the objectives at hand?
- Would you describe yourself as a roll-up your sleeves relationship builder who motivates by working alongside your clients?
- Do you need, want and seek an environment that requires juggling multiple projects; while allowing you to create a plan and executing your vision?
- Finally, would you describe yourself as someone who wants to maximize results and see your team win!
This position is responsible for growing Client’s revenue by developing business with current and new customers. It is responsible for managing relationships with customers for the purpose of growing Client’s business share. The Sales Manager must have the ability to convey why company products and services bring value to the customer, which in turn provides value to Client through new and sustained business. The Sales Manager is responsible for managing large accounts, selling technical products, and dealing effectively with all buying influences, purchasing, engineering, quality etc.
SPECIFIC DUTIES AND RESPONSIBILITIES
"*" denotes an essential function of the job
A. *Develop new, profitable business opportunities in Client’s designated strategic markets, and new markets in which our capabilities would provide a value solution.
Constantly looks for Conversioneering® opportunities through discussions with customer, walking plant floor, research about the customer, and any other method to find new applications. Spends as much time in customer plant as customer will allow.
B. *Develops and maintains deep relationships with all customer buying influences to understand their business, product lifecycles, market factors and trends that impact their business. Leverages those relationships to ensure Client is seen as their Supplier of choice for engineered components
C. *Complete requiredinternal reporting requirements, business forecasting, call reports, Miller Heiman Green / Blue sheets, SD, to ensure that planning and execution is in alignment with strategy, and that the organization is aware of all customer opportunities, issues, etc. and how they impact the business.
D. *Negotiates pricing/contract issues as may be required by customer or Client.
Promptly and professionally handles any pricing actions required by Client for new
and or existing products.
E. *Manages competitive threats to the business, ensuring awareness and appropriate actions.
F. *Manage NOS Sales funnel as a tool to predict and build future business. Work closely with Client product development on opportunities to ensure all customer requirements are understood (specifications, market price, timing, etc.) Coordinates product and print review with customer engineering and is capable of making recommendations on manufacturability. Coordinates efforts between customer and New Product Introduction team at Client to implement new programs and resolve issues quickly.
G. Performs other duties as assigned by immediate supervisor or upper management.
A. Job Knowledge / Business Acumen
B. Organizational Ownership/Values Alignment
C. Systematic Thinking
D. Influencing and Negotiating
E. Results Orientation
G. Client Management
H. Strategic Thinking
MEASURES OF SUCCESS
A. New business wins
B. Revenue growth within existing and new target accounts.
C. Customer retention / sticky relationships with key customers
D. Margin success
EDUCATION, EXPERIENCE AND TRAINING
A. Bachelor’s Degree or equivalent in Sales/Marketing, engineering or related
B. Five years minimum experience in technical selling, and project
management, working withengineering and purchasing contacts at large
customers (>10MM) at multiple locations.
C. Must be proficient in navigating the internet and using internet search engines.
D. Must be proficient in Microsoft Office including, but not limited to, Word,
PowerPoint, Excel and Outlook.
E. Excellent communication and organizational skills at all levels with a focus on client management.
F. International business experience is preferred.
A. The employee is occasionally required to stand, walk, sit, reach with hands and
arms, climb or balance, and stoop, kneel, crouch or crawl.
B. The employee must occasionally lift and/or move up to 50 pounds.
C. This position requires working in an internal environment.
D. Frequent travel and irregular work hours are required.