Position SummaryThe Area Sales Manager is responsible for executing sales strategy and driving profitable, sustainable growth within an assigned territory. This field-based role manages and expands existing accounts, develops new business, and increases adoption of Sika's adhesive, sealing, bonding, reinforcing, and acoustic solutions across targeted industrial and transportation markets, in line with annual budget, divisional objectives, and yearly territory plans.
Job Description- Prepare and execute annual territory sales plans and goals in alignment with divisional, business-unit, and national growth objectives.
- Effectively work as part of a team to execute a profitable business/territory.
- Implement long- and short-term strategies to develop a self-sufficient, profitable territory.
- Achieve assigned sales, growth, material-margin, new-business, and commission targets on a monthly, quarterly, and annual basis.
- Manage, retain, and expand relationships with existing customers. Identify, qualify, develop, and close new customers and opportunities while maintaining effective pricing and material-margins.
- Build and maintain a healthy sales pipeline capable of supporting short- and long-term territory growth.
- Work with local distribution partners to increase market coverage, generate leads, develop target accounts, and accelerate sales growth; activate distributor sales teams through product training, joint customer calls, and opportunity reviews.
- Represent the organization to Engineering, Production, Purchasing, and other key functions within customers organization.
- Utilize process analysis and consultative selling to identify customer needs and business opportunities.
- Coordinate with Technical Service, Product Management, Marketing, Customer Service, Sales Operations, and other internal resources to support customer projects/opportunities and deliver value added solutions.
- Prepare and present formal and informal presentations supporting customer requirements.
- Translate technical capabilities into measurable customer value, including improvements in productivity, performance, quality, sustainability, and total applied cost.
- Maintain accurate and up-to-date customer and activities in the CRM Database (Salesforce).
- Represent the organization at customer events, distributor meetings, trade shows, and industry functions.
- Serve as the primary commercial contact for assigned customers and coordinate appropriate internal resources to support customer satisfaction and growth.
- Enthusiastically practice and represent the company's Spirit, Vision, and Mission in all customer and internal interactions.
Performance ExpectationsSuccess in this position is measured through:
- Territory sales growth and achievement of annual sales and commission targets
- New booked sales and sales pipeline development/conversion
- Customer engagement, retention, and account expansion with distribution and direct accounts
- Material-margin and pricing performance
- Effective collaboration with Direct Manager, National Development Managers, and other internal teams
Qualifications- Bachelor's degree in business, marketing, engineering, chemistry, or a related field preferred.
- Minimum of two to three years of successful business-to-business sales, account management, or business-development experience.
- Experience selling industrial adhesives, sealants, resins, chemicals, engineered materials, or other technical solutions is preferred.
- Demonstrated ability to develop a geographic territory and generate profitable new business.
- Experience working with industrial manufacturers, distributors, and multi-level customer organizations.
- Strong prospecting, relationship-building, presentation, negotiation skills, and the ability to translate product performance into commercial value.
- Excellent interpersonal, oral, and written communication skills.
- Strong planning and time-management capabilities with the ability to multi-task across a wide variety of projects.
- Proven track record of successful sales, creativity, innovation, and leadership.
- Self-motivated and capable of independently managing territory priorities, customer activity, and travel.
- Strong collaborative skills with the ability to coordinate across sales, technical, marketing, distribution, and market-development teams.
- Proficiency with Salesforce (or equivalent CRM), Microsoft Office, and standard business applications.
- Valid driver's license; must reside within the assigned territory.
Territory and Travel- Home-office-based within the assigned territory.
- Regular travel throughout the assigned geographic territory is required.
- Overnight travel required - approximately 60% - including customer meetings, training programs, national sales meetings, and trade shows.
Additional InformationPerks & Benefits- 401K with generous company match
- Bonuses
- Medical, Dental, and Vision Benefits
- Paid Parental Leave
- Life Insurance
- Disability Insurance
- Paid Time Off, Paid Holidays
- Floating Holidays + Paid Volunteer Time
- Wellness/Fitness Reimbursements
- Education Assistance
- Professional Development Opportunities
- Employee Referral Program & More!
