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 generates leads, meets with prospects 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 works with customers and prospective customers across a large territory, including through daily vehicle travel and face-to-face visits. It collaborates with the Area Service Manager, Service team, and other internal teams to develop solutions, proposals, quotes, and orders that meet customer requirements and project timelines. The role also maintains customer and sales records in Microsoft Dynamics CRM and completes reporting and other administrative duties. Work is mainly indoors in a general office setting, with regular customer contact by phone and email. Customer visits may take place at industrial, construction, agricultural, and other sites with varying noise and temperature levels and uneven terrain. Occasional air and overnight travel may be required for trade shows, training, or job-site visits. The role involves regular communication and computer use, along with periods of sitting, standing, bending, and walking. A valid driver's license, safe driving record, and successful driving physical are required. Fairbanks Scales Inc. is an Equal Opportunity Employer, including Disability/Vets, and conducts post-offer, pre-employment drug screening.

Requirements

Associate's degree, bachelor's degree, or equivalent work experience.
At least 2 years of outside sales experience.
Valid driver's license and safe driving record meeting company and insurance policies; must pass a driving physical.
Proficiency with Microsoft Office products, specifically Excel, Word, Outlook, and PowerPoint.
Excellent 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, 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 meet the role's physical demands, including close vision and focusing; regular talking and hearing; frequent sitting, standing, bending, and walking; and repetitive hand, wrist, or finger movement and 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 within the assigned geography by identifying, prospecting, and contacting potential customers.
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 about their business needs.
Assess customer business issues and cycles to identify suitable 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 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 materials.
Coordinate with internal teams to provide accurate solutions, sales presentations, quotes, and orders that meet customer project timelines and expectations.
Adhere to Fairbanks Scales policies and procedures.