Area Sales Manager

Fairbanks Scales•Indianapolis, IN

About The Position

The Area Sales Manager generates sales of company products and services to new customers while maintaining and growing the existing customer base within an assigned territory. The role generates leads, meets with prospects and current customers, builds a quote pipeline, and presents product features and benefits to address customer needs and meet or exceed sales and revenue goals. The position requires regular travel to customer and prospective customer sites, primarily by vehicle, with occasional air and overnight travel for trade shows, training, or job-site visits. Work is mainly indoors in an office setting, with customer visits at a variety of sites, including industrial, construction, and agricultural locations that may be outdoors and have varying noise levels, temperatures, and terrain. The role works with the Area Service Manager, service personnel, and other internal teams.

Requirements

An associate's or bachelor's degree, or equivalent work experience.
At least 2 years of outside sales experience.
A valid driver's license and the ability to maintain a safe driving record in accordance with company and insurance policies.
Must pass a driving physical.
Proficiency with Microsoft Office, particularly Excel, Word, Outlook, and PowerPoint.
Persuasive and negotiation skills.
Problem-solving skills.
Effective verbal and written communication skills.
Ability to organize and prioritize work and concentrate on multiple tasks simultaneously.
Strong attention to detail and organizational skills.
Ability to develop and maintain business relationships with internal and external contacts at all levels, with strong interpersonal skills.
Mechanical aptitude and working knowledge of electronics.
Understanding of computers, basic networking, and electronics.
Self-motivation to win business with little direction.

Nice To Haves

Four or more years of experience selling industrial or capital equipment.

Responsibilities

Grow top-line revenue in the assigned geography by identifying, prospecting, and contacting potential customers daily.
Maintain and develop the existing customer base through trusted relationship management, identifying replacement and upgrade opportunities.
Travel to customer and prospective customer sites to meet decision-makers face to face and understand their business needs.
Assess customers' business issues and cycles, identify appropriate products and services, and address objections, issues, or concerns.
Create and present persuasive sales proposals to sell products and develop repeat business.
Develop and implement effective sales strategies for the territory.
Work with the Area Service Manager and Service team to support existing customers and identify potential new customers.
Learn and maintain a strong working knowledge of the Fairbanks Product Catalog.
Maintain contacts, opportunities, quotes, and orders in Microsoft Dynamics CRM; submit sales reports, forecasts, industry or market reports, and other administrative work.
Coordinate with internal teams to provide accurate solutions, sales presentations, quotes, and orders that meet customer project timelines and expectations.
Adhere to and uphold Fairbanks Scales policies and procedures.