Sales Manager

MPW•Cincinnati, OH

16d

About The Position

The Sales Manager sells MPW services directly to potential and existing customers. The role identifies potential customers and sells the MPW services applicable to each customer. It develops and manages an assigned territory, identifies revenue targets, creates strategic plans for target accounts, and works with organizations from plant level through corporate. The position may require work at customer job sites and travel at least 50% of the time. The role is expected to build customer relationships, understand customer needs, present solutions and quotes professionally, and achieve assigned revenue and profit forecasts. It also identifies opportunities for MPW to pursue that align with company growth and performance objectives.

Requirements

Associate or bachelor’s degree with an emphasis in Sales and Marketing.
Knowledge of the company, its operations, and its services.
Experience in sales, marketing, and pricing strategies.
Strong questioning skills, including SPIN selling.
Prior experience and understanding of preparing and presenting quotes to current and potential customers.
Understanding of key industrial processes.
Strong analytical skills and industry knowledge.
Professional oral and written communication skills.
Strong computer skills, including Word, Excel, and PowerPoint.
5–7 years of outside sales experience, preferably in an industrial environment.
Ability to establish and maintain effective relationships with customers, management, and staff.
Flexibility to adjust to a rapidly changing environment.
Excellent organization and time-management skills.
Good customer-service orientation.
Sales and negotiation training or seminars.
Ability to travel at least 50% of the time.
Ability to communicate effectively using mobile and computer devices.

Responsibilities

Use various media and resources to identify potential customers consistent with the company’s market and business objectives.
Identify revenue targets and develop strategic plans for target accounts.
Research and use personal contacts to identify key decision-makers at qualified accounts.
Achieve assigned revenue and profit forecasts.
Identify customer needs and match them with MPW’s business offerings.
Plan and execute sales calls and customer presentations.
Demonstrate a problem-solving attitude and determine whether customer needs are satisfied.
Work within an assigned territory to maximize the services MPW can offer through business contacts and on-site presence.
Manage new, potential, and existing customers as the territory develops.
Identify potential business opportunities for MPW that align with company growth and performance objectives.
Perform other duties as directed.
Present MPW’s benefits and services to displace competitors at customer plants, using additional MPW resources when needed.
Find new accounts using resources such as LinkedIn, Google, Industrial Information Resources, and sales leads generated by the home office.
Work with organizations at both plant and corporate levels and visit job sites when needed.
Complete Job Data Sheets (JDS) for jobs being quoted.
Prepare bids consistent with MPW policy and present them professionally to customers.