Area Sales Manager

Fairbanks Scales•Indianapolis, IN

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 a defined territory. The role involves generating leads, meeting with prospects and current customers, building a quote pipeline, and presenting product features and benefits to address customer needs and meet or exceed established sales and revenue goals. The position works with customers and internal teams to identify appropriate products and services, prepare accurate proposals and quotes, and support customer projects and timelines. It also requires maintaining customer and sales information in Microsoft Dynamics CRM and traveling regularly within a large territory, with occasional air and overnight travel for trade shows, training, or job-site visits.

Requirements

Associate's or bachelor's degree, or equivalent work experience; equivalent combinations of education, training, and experience will be considered.
At least 2 years of outside sales experience.
Valid driver's license and a safe driving record that meet Company and insurance policies; must pass a driving physical.
Proficiency with Microsoft Office products, specifically Excel, Word, Outlook, and PowerPoint.
Persuasive and negotiation skills.
Problem-solving skills.
Strong verbal and written communication skills.
Ability to organize and prioritize work and concentrate on multiple tasks simultaneously.
Attention to detail and organizational skills.
Ability to develop and maintain business relationships with internal and external contacts at all levels, using 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.
Ability to meet the position's physical requirements, including close vision and focusing, regular talking and hearing, sitting, standing, bending, walking, repetitive wrist, hand, or finger movements, and hand-eye coordination and finger dexterity for computer, telephone, and office equipment use.
Regular attendance.

Nice To Haves

At least 4 years of experience selling industrial or capital equipment is preferred.

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 relationship management, identifying opportunities for replacements or upgrades.
Travel to customer and prospective customer sites to meet decision-makers and understand their business needs.
Assess customer business issues and cycles to 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 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 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, presentations, quotes, and orders that meet customer project timelines and expectations.
Adhere to Fairbanks Scales policies and procedures.