Area Sales Manager - North Central
About The Position
The Area Sales Manager drives sales execution and market growth by developing designated key accounts to performance levels established by the Regional Sales Manager and converting qualified prospects into active ADP customers. The role translates regional strategy into focused account plans, identifies opportunities to expand product penetration and share of wallet, and coordinates actions to move accounts toward defined targets. It also leads new-customer onboarding from pipeline qualification through a successful transition to active customer status. Working closely with the Regional Sales Manager, the Area Sales Manager is the primary day-to-day contact for assigned key accounts and qualified new-customer opportunities. The role builds relationships with customer decision-makers, develops and executes growth plans, tracks progress, and coordinates internal resources to meet customer needs. For new customers, it manages pricing, product and program alignment, account setup, systems, service requirements, and launch preparation. The Sales Leader sets strategic direction for Key Accounts and New Customer development, partnering with Manufacturer’s Reps to support effective execution.
Requirements
- Bachelor’s degree or equivalent combination of education and relevant experience.
- At least 3 years of B2B sales, channel sales, field sales leadership, or wholesale-distribution experience.
- Ability to establish expectations, inspect execution, address performance gaps, and drive accountability without direct reporting authority.
- Strong coaching, relationship-building, presentation, negotiation, organization, and follow-through skills.
- Proficiency with Microsoft Office and CRM systems.
- Ability to travel regularly throughout the assigned geography.
Nice To Haves
- Experience leading, coaching, or influencing independent sales representatives or external channel partners is strongly preferred.
- Experience with distributors, contractors, technical products, or two-step distribution is preferred.
- HVAC or related technical-product experience is preferred.
Responsibilities
- Develop and execute account plans for designated key accounts based on growth expectations and priorities established by the Regional Sales Manager.
- Partner with Manufacturer’s Reps to execute account strategies, coordinate customer engagement, and drive progress against defined growth priorities.
- Build relationships with customer decision-makers and maintain regular account reviews, opportunity discussions, and follow-up.
- Identify opportunities to expand product penetration, increase share of wallet, convert competitive business, and improve account performance.
- Track key accounts’ progress toward defined target levels and adjust actions with the Regional Sales Manager.
- Translate customer needs and market insights into coordinated sales actions and timely internal follow-through.
- Partner with the Regional Sales Manager to prioritize qualified prospects in the new-customer pipeline.
- Develop and execute prospect-conversion plans with clear next steps, timing, ownership, and revenue potential.
- Partner with Manufacturer’s Reps to execute prospect-conversion strategies and support transitions from prospect to active customer.
- Lead prospective customers through pricing, product selection, program alignment, account setup, and launch preparation.
- Coordinate with internal teams to ensure operational readiness and a smooth transition from prospect to active customer.
- Maintain accurate CRM records and provide pipeline, onboarding, and forecast visibility to the Regional Sales Manager.
- Coordinate account-growth and new-customer activities with the Regional Sales Manager, National Account Managers, and other sales partners.
- Partner with Business Development Managers to develop and convert qualified opportunities created through new verticals and demand-generation efforts.
- Coordinate with Product, Marketing, Application and Engineering, Customer Service, Operations, Finance, and other internal teams to support accounts, complete onboarding, and resolve priority customer needs.
- Travel regularly throughout the assigned geography.
- Deliver revenue and market-share growth, progress toward account targets, product penetration and share-of-wallet expansion, pipeline conversion, successful onboarding, CRM and forecasting accuracy, and responsiveness to customers and internal partners.
Benefits
- Tuition reimbursement
- Medical insurance
- Dental insurance
- Vision insurance
- Prescription drug coverage
- 401(k) retirement plan
- Short-term disability insurance
- 8 weeks paid birthing leave
- 2 weeks paid bonding leave
- Life insurance
- Long-term disability insurance
- Up to 12 days paid time off, depending on hire date and eligibility
- 2 paid well-being days, depending on hire date and eligibility
- 1 paid volunteer day, depending on hire date and eligibility
- 12 paid holidays, depending on hire date and eligibility
- 3 floating holidays per year, depending on hire date and eligibility
- Annual bonus in accordance with the applicable Company plan
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What This Job Offers
Job Type
Full-time
Career Level
Mid Level
