Area Sales Manager

Fairbanks Scales•Greenville, NC

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 within an assigned territory. The role develops leads, meets with prospective 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 involves daily prospecting, relationship management, customer-site visits, assessing business needs, preparing persuasive proposals, and implementing territory sales strategies. The Area Sales Manager works with service and other internal teams to deliver accurate solutions, quotes, and orders, and maintains customer and sales activity in Microsoft Dynamics CRM. Daily vehicle travel across a large territory is required; occasional air and overnight travel may be needed for trade shows, training, or job-site visits. Work is primarily indoors in an office, with regular customer contact by phone and email and visits to varied customer sites, including industrial, construction, and agricultural settings. Site conditions may include outdoor exposure, varying noise and temperatures, and uneven terrain. The role includes regular computer and telephone use and requires the physical abilities described in the posting, subject to reasonable accommodation. Fairbanks Scales Inc. is an Equal Opportunity Employer, including Disability/Vets. The company may obtain consumer or investigative consumer reports for employment purposes and performs post-offer, pre-employment drug testing for all roles; DOT-authorized testing also applies before hiring into a role or transferring into a safety-sensitive role.

Requirements

Associate's or bachelor's degree, or equivalent work experience.
At least 2 years of outside sales experience.
Valid driver's license and ability to maintain a safe driving record under company and insurance policies.
Ability to pass a driving physical.
Proficiency in Microsoft Office, specifically Excel, Word, Outlook, and PowerPoint.
Excellent persuasive, negotiation, problem-solving, verbal communication, 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 excellent interpersonal skills.
Mechanical aptitude and working knowledge of electronics.
Understanding of computers, basic networking, and electronics.
Self-motivation to win business with little direction.
Ability to perform the physical functions described, including close vision and focusing; talking and hearing; sitting, standing, bending, and walking; and repetitive wrist, hand, or finger movement and hand-eye coordination when using a computer, telephone, and related office equipment.
Regular attendance is an essential function of the job.

Nice To Haves

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

Responsibilities

Grow revenue within the assigned geography by identifying, prospecting, and contacting potential customers daily.
Maintain and develop the existing customer base through trusted relationship management and identify replacement or upgrade opportunities.
Travel to customer and prospective-customer sites to meet decision-makers and learn their business needs.
Assess customer business issues and cycles, identify appropriate 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 sales within 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 and submit sales reports, forecasts, industry or market reports, and other administrative work.
Coordinate with internal teams to provide accurate solutions, presentations, quotes, and orders that meet customer timelines and expectations.
Follow Fairbanks Scales policies and procedures.
Travel by vehicle daily to meet current and prospective customers; occasionally travel by air or overnight for trade shows, training, or job-site visits.