Area Sales Manager

Role Objective

This position will ensure the company growth by creating and closing opportunities, and ensuring customers’ loyalty.

Accountabilities

Strategy for Growth

• Collect information about market growth, potential products, and competition data and share it with the team.
• Analyze in coordination with the Sales Manager the market volume and sales targets for the next 10 years.
• Develop a sales calendar for the territory to reflect the overall company business plan and discuss objectives with the Sales Manager.

 

Leads Generation and Pipeline Management

• Scan the market for leads and develop the list of prospects through all kinds of networking (partners, customers, suppliers, internet search, local ministries, contacting dormant customers, etc.).
• Visit new customers to introduce Technica, evaluate potential inquiries, fill the contact report for each visit with valuable information, and enter data on CRM.
• Capitalize on visits of other engineers to the territory by giving them special assignments through clear, detailed, and documented missions and obtaining their feedback.
• Act on all leads within 48 hours.
• Prepare pre-trip plans to the territory, get approval from the Sales Manager, and send requests to HR for needed reservations.
• Prepare post-trip reports and submit them to the Sales Manager for evaluation and discussion.
• Follow up on dashboard and sales reports in the territory in coordination with the Sales Manager to meet objectives.

 

Opportunities and Offers Generation

• Fill gap analysis and inform the Sales Manager about findings to decide on the action plan:

  • Analyze the 4 buyers.

  • Analyze the competition.

  • Analyze the competitive edge.

  • Involve the customer.

  • Fill the DFI accurately and continuously update it to ensure all data is available with the sales support department.

  • Participate in the solution preparation in coordination with the Sales Support Department and ensure that the cost is optimized and minimal while fitting customer needs.

  • Contact partners to discuss their offers and terms.

  
  Orders Generation

  • Prepare technical presentations and FAB tables and present the solution and offer to the customer.
  • Negotiate and close the order along strategic selling concepts.
  • Ensure all terms agreed upon with partners are reflected in the contract and approved by the Finance department.
  • Monitor project progress and intervene if necessary to develop corrective actions.
  • Analyze all inquiries (won and lost) by involving the customer and share experience with the team.

  
  Bonding with Customers

  • Monitor that claims are being handled and contact customers to ensure satisfaction.
  • Ensure high customer satisfaction and high referrals by being proactive and visible at every opportunity (PO won, PO lost, claims, special occasions, NPS, CSQ)
  • Inform about marketing activities and projects needed for the area including campaigns, exhibitions, and events.
  • Prepare the evaluation report and discuss it with the Sales Manager.

  
  Managerial Activities

  • Assist the sales team via network connections and collaborate with them to grow opportunities within their territory.
  • Assist the Sales Support department in offer preparation by giving input on the solution, cost, and risk and by selecting the most appropriate partners.
  • Support team members in technical presentations.
  • Support the sales team in contract negotiations and closing agreements.

  
  Knowledge Sharing

  • Share knowledge of new projects with the sales team and train them on specific requirements.

Requirements

Educational Background

Bachelor degree in Mechanical, Electrical, or Industrial Engineering.


Experience Required

5 years of experience in sales of industrial automation solutions.


Technical Competencies

• Financial knowledge / Economical status of the territory
• Solution knowledge
• Partners product knowledge
• Negotiation & selling skills
• Competition knowledge / Market knowledge
• Bonding and communication skills


Behavioral Competencies

• Analytical skills & problem solving
• Interpersonal skills
• Decision making
• Prioritizing
• Stress management
• Proactivity
• Change management

Would be a plus

• Available for travel