Area Sales Manager

KMC Controls•New Paris, IN

9d•Remote

About The Position

An Area Sales Manager for KMC Controls will manage sales and develop sales strategies for existing and new partners of KMC products and intellectual property. They will ensure regional coverage through the establishment and management of strategic channel partnerships by delivering brand awareness and increasing sales growth in line with KMC corporate objectives.

Requirements

BA/BS degree in Business, Engineering, or related field.
5 – 7 years industry experience.
Fundamental understanding of BAS/BEMS product and HVAC/R systems with the ability to convey that understanding to others.
Strong understanding of entire HVAC industry, both equipment & controls, contractor/distributor/rep firm landscape, and concept of solution selling.
Knowledge of Project Management software.
Ability to read and interpret documents such as safety rules, operating and maintenance instructions, and procedure manuals.
Ability to write routine reports and correspondence.
Ability to speak effectively before groups of customers or employees of organization.
Ability to add, subtract, multiply, and divide in all units of measure, using whole numbers, common fractions, and decimals.
Ability to compute rate, ratio, and percentage and to draw and interpret bar graphs.
Ability to apply common sense understanding to carry out instructions furnished in written, oral, or diagram form.
Ability to deal with problems involving several concrete variables in standardized situations.
Frequently required to stand; walk; sit; talk, hear, or use hands.
Must frequently lift and/or move up to 10 pounds and occasionally lift and/or move up to 25 pounds.
Ability to travel 50-60% of the time to support partners and end-users.

Responsibilities

Prospect, qualify, manage, and grow regional channel partners (System Integrators, System Distributors, Wholesale, and occasionally Original Equipment Manufacturers).
Prospect, qualify, manage, and grow channel partners for the KMC TrueFit product.
Establish channel partner revenue objectives to achieve corporate growth goals.
Manage annual contract negotiation and execution.
Monitor progress toward accomplishment of revenue goals and provide feedback to Vice President of Sales.
Develop business plans to address growth goals of each geographic market and critical vertical markets.
Provide timely and quality services and support to KMC personnel, channel partners, and end users.
Independently seek and identify challenges blocking progress toward corporate objectives and consistently developing creative and effective solutions to address those challenges.
Train and coach channel partners on how to sell and position KMC solutions.
Participate in joint sales calls to end users and engineering firms.
Prepare and present technical programs to small, interested groups, as required.
Assist SI partners in preparing proposals, developing bid/backlogs and local marketing initiatives through direct involvement, and where appropriate, coordination of KMC resources.
Assign leads and bid opportunities to channel partners based on project requirements and channel partner core competencies.
Evaluate OEM applications of KMC control products and facilitate communication with KMC development team toward the goal of sales closure.
Demonstrate on-time reporting, calling on decision makers, an effective weekly schedule, proper follow-up, and lead generation for KMC and channel partners.
Demonstrate value-added service to channel partners and end-user clients.
Provide creative and innovative solutions for partners.
Represent KMC at industry-specific trade events and associations.
Communicate success (new products, procedures, markets, etc.) with fellow employees and management.
Have the drive and ability to maintain a high level of productivity.
Conduct yourself in a professional manner.
Ability to travel 50-60% and adhere to company expense policy and guidelines established by Vice President of Sales.