Area Sales Manager

Fairbanks Scales•Cincinnati, OH

About The Position

The Area Sales Manager generates and drives sales of company products and services to new customers while maintaining and growing the existing customer base in an assigned territory. The role generates leads, meets with prospects and current customers, builds a quote pipeline, and presents product features and benefits to meet customer needs and achieve or exceed sales and revenue goals. The position requires frequent travel to customer sites for in-person meetings, along with occasional air and overnight travel for trade shows, training, or job-site visits. Work includes office-based activities and customer contact by phone and email, as well as visits to a range of industrial, construction, agricultural, and other sites. The role works closely with service and internal teams and maintains customer, opportunity, quote, and order records in Microsoft Dynamics CRM.

Requirements

An associate's or bachelor's degree, or equivalent work experience.
At least 2 years of outside sales experience.
Valid driver's license and a safe driving record in accordance with company and insurance policies.
Ability to pass a driving physical.
Proficiency with Microsoft Office, specifically Excel, Word, Outlook, and PowerPoint.
Strong persuasive, negotiation, problem-solving, verbal communication, and written communication skills.
Ability to organize and prioritize work, concentrate on multiple tasks simultaneously, and maintain attention to detail.
Strong organizational and interpersonal skills, including the ability to develop and maintain business relationships with internal and external contacts at all levels.
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 revenue in the assigned geography by identifying, prospecting, and contacting potential customers.
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 and understand their business needs.
Assess customer business issues and cycles, recommend products and services, and address objections or concerns.
Create and present persuasive sales proposals to sell products and develop repeat business.
Develop and implement sales strategies to drive territory sales.
Work with the Area Service Manager and Service team to support existing customers and identify potential new customers.
Learn and maintain working knowledge of the Fairbanks Product Catalog.
Maintain contacts, opportunities, quotes, and orders in Microsoft Dynamics CRM and submit sales reports, forecasts, market reports, and other administrative work.
Coordinate with internal teams to provide suitable solutions, sales presentations, accurate quotes, and orders that meet customer timelines and expectations.
Follow Fairbanks Scales policies and procedures.