The Area Sales Manager manages sales activities and personnel within specific geographical Area and provides consultative service and selling to key customer accounts within Area.

Specific Job Duties and Responsibilities

• Manages the assignment of accounts / territories to ensure effective account management, customer satisfaction and development of new business and markets.
• Sponsors and champions new growth opportunities through alliances, new products and applications.
• Works with Operations Team to identify key customers, evaluate critical customer success factors and build more efficient processes to deliver quality products and services, improve responsiveness and customer satisfaction levels at the lowest possible cost. Facilitates, schedules and attends IPSC and Turnaround reviews with customers.
• Reviews and analyzes opportunities presented by sales, quotations and customer service and operations staff. Determines whether the customer philosophy fits with TS capabilities, if there are synergies with other products, services and areas and whether account will be targeted.
• Manages quotations process for assigned Area, ensuring that gross margin targets are met and that content of proposal is accurate.
• Participates in negotiations of area, multi-site and/or complex commercial agreements.
• Facilitates communications and coordinates the processes between cross-functional teams (internally and externally) to ensure that issues are addressed and incorporated into agreements, processes and procedures.
• Ensures that contract templates are followed according to legal and operational procedures.
• Manages the human resources functions of department including hiring and firing, training, performance appraisals, salary and job change actions.
• Teaches staff to seek and identify business opportunities and to identify value-added options to develop customer accounts. Assists staff in building relationships with customers and cultivating accounts into long-term customer alliances.
• Prepares and makes sales presentations both on key customer accounts and with members of sales team, focusing on value to customer and coordinates visits from Total Safety technical staff and upper-level management to customer where necessary. Arranges customer visits to Total Safety facilities and in-house training demonstrations.
• Utilizes CRM (Customer Relationship Management System - SalesForce.com) to maintain current customer profiles including contact information and customer requirements. Prepares monthly reports and internal memos in a timely manner, to communicate and outline opportunities, to take corrective actions to resolve issues before they become problems and to assist with forecasting.
• Keeps abreast of new products, specifications, and industry trends, competitor strengths and weaknesses and communicates new information to colleagues. Attends industry sponsored trade shows and seminars. Communicates potential opportunities to other Total Safety locations and business units.
• Assists with special projects as assigned.

Qualifications

Education and Experience: Bachelor's degree from an accredited university/college in related field preferred or equivalent technical and commercial experience. A minimum of three (3) years of sales management experience with distinguished record of sustained achievement. Track record of successful regional contract negotiations, multi-site interfaces and management of complex commercial contracts. Must have comprehensive knowledge of Total Safety products and services offered, capabilities and inter-relationship with other business units / product lines and ability to sell moderately complex technical equipment.

Other Required Skills, Knowledge or Abilities: Must be proficient in MS Office programs and knowledge of departmental software programs.

Must have knowledge of potential customers within geographical focus area. Knowledge of competitors in target markets, with an appreciation of their strategies, strengths and weaknesses.

Must have knowledge of external economic factors, market prices, legislation, contract structures and understanding of internal economic factors including cost, margins, and profit impact of decisions.

Ability to develop, implement and manage detailed long-term sales strategies and short-term action plans.

Ability to work independently under limited supervision. Must demonstrate good organization and prioritization skills and consistently meet deadlines.

Demonstrates a high level of interpersonal, communication (verbal, written and listening) persuasion, presentation, and relationship building skills in order to effectively communicate with all levels of internal and external contacts. Ability to modify communication and presentation style in order to relate to a variety of people and personalities.

Must demonstrate commitment to compliance with applicable laws and regulations, an unwavering commitment to safety and health and other company policies and procedures. Must possess high ethical standards demonstrated by their approach to business.

Must demonstrate ability to work in a team environment and willingness to assume additional or new responsibilities readily.

Interpersonal Communications: Uses partnering techniques to cultivate relationships with top customer decision makers. Frequent customer presentation. Must be attuned to the issues of customer and Total Safety in order to communicate and clarify issues regarding the needs and expectations of the customer and constraints within Total Safety

Physical Demands

While performing the duties of this job, the employee is regularly required to stand; walk; and stoop, kneel, or crouch. Uses hands to finger, handle, or feel; reach with hands and arms; and talk or hear. The employee is occasionally required to sit. The employee must occasionally lift and/or move up to 50 pounds. Specific vision abilities required by this job include close vision, distance vision, color vision, and ability to adjust focus.

Work Environment

Spends most of time in an office environment. Spends 50% of time in customer office locations. Spends 30% of time coordinating sales activities in market area. Travels up to 50% of time. May be exposed to possible operations hazards including dust, fumes, toxic and caustic chemicals, high pressure, hot or cold work temperatures, slippery surfaces, water and electrical hazards.