Area Sales Manager

Fairbanks Scales•Chester Heights, PA

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 involves generating leads, meeting with prospects and customers, building a quote pipeline, and presenting product features and benefits to meet customer needs and achieve or exceed sales and revenue goals. Daily vehicle travel throughout a large territory is required, with occasional air and overnight travel for trade shows, training, or job-site visits. Work is primarily indoors in a general office setting, with customer meetings at varied sites, including industrial, construction, and agricultural locations. These sites may be outdoors and have varying noise and temperature levels and uneven terrain.

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 ability to maintain a safe driving record under company and insurance policies.
Ability to pass a driving physical.
Proficiency with Microsoft Office, particularly Excel, Word, Outlook, and PowerPoint.
Strong persuasive, negotiation, problem-solving, and verbal 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.
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

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

Responsibilities

Grow revenue in the assigned geography by prospecting and establishing contact with potential customers.
Maintain and develop the existing customer base through relationship management, identifying replacement and upgrade opportunities.
Travel to customer and prospective-customer sites to meet decision-makers and learn about their business needs.
Assess customer business issues and cycles, recommend products and services, and address objections or concerns.
Create and present 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 appropriate solutions, sales presentations, quotes, and orders that meet customer project timelines and expectations.
Follow Fairbanks Scales policies and procedures.