Area Sales Manager

Role Objective

This position will ensure the company growth by creating and closing opportunities, and ensuring customers’ loyalty.

Accountabilities

Strategy for Growth

• Collect information about market growth, potential products, and competition data and share it with the team.
• Analyze in coordination with the Sales Manager the market volume and sales targets for the next 10 years.
• Develop a sales calendar for the territory to reflect the overall company business plan and discuss objectives with the Sales Manager.

Leads Generation and Pipeline Management

• Scan the market for leads and develop the list of prospects through all kinds of networking (partners, customers, suppliers, internet search, local ministries, contacting dormant customers, etc.).
• Visit new customers to introduce Technica, evaluate potential inquiries, fill the contact report for each visit with valuable information, and enter data on CRM.
• Capitalize on visits of other engineers to the territory by giving them special assignments through clear, detailed, and documented missions and obtaining their feedback.
• Act on all leads within 48 hours.
• Prepare pre-trip plans to the territory, get approval from the Sales Manager, and send requests to HR for needed reservations.
• Prepare post-trip reports and submit them to the Sales Manager for evaluation and discussion.
• Follow up on dashboard and sales reports in the territory in coordination with the Sales Manager to meet objectives.

Opportunities and Offers Generation

• Fill gap analysis and inform the Sales Manager about findings to decide on the action plan:
• Analyze the 4 buyers.
• Analyze the competition.
• Analyze the competitive edge.
• Involve the customer.
• Fill the DFI accurately and continuously update it to ensure all data is available with the sales support department.
• Participate in the solution preparation in coordination with the Sales Support Department and ensure that the cost is optimized and minimal while fitting customer needs.
• Contact partners to discuss their offers and terms.

Orders Generation

• Prepare technical presentations and FAB tables and present the solution and offer to the customer.
• Negotiate and close the order along strategic selling concepts.
• Ensure all terms agreed upon with partners are reflected in the contract and approved by the Finance department.
• Monitor project progress and intervene if necessary to develop corrective actions.
• Analyze all inquiries (won and lost) by involving the customer and share experience with the team.

Bonding with Customers

• Monitor that claims are being handled and contact customers to ensure satisfaction.
• Ensure high customer satisfaction and high referrals by being proactive and visible at every opportunity (PO won, PO lost, claims, special occasions, NPS, CSQ)
• Inform about marketing activities and projects needed for the area including campaigns, exhibitions, and events.
• Prepare the evaluation report and discuss it with the Sales Manager.

Managerial Activities

• Assist the sales team via network connections and collaborate with them to grow opportunities within their territory.
• Assist the Sales Support department in offer preparation by giving input on the solution, cost, and risk and by selecting the most appropriate partners.
• Support team members in technical presentations.
• Support the sales team in contract negotiations and closing agreements.

Knowledge Sharing

• Share knowledge of new projects with the sales team and train them on specific requirements.

Requirements

Educational Background

Bachelor degree in Mechanical, Electrical, or Industrial Engineering.

## Experience Required

5 years of experience in sales of industrial automation solutions.

## Technical Competencies

• Financial knowledge / Economical status of the territory
• Solution knowledge
• Partners product knowledge
• Negotiation & selling skills
• Competition knowledge / Market knowledge
• Bonding and communication skills

## Behavioral Competencies

• Analytical skills & problem solving
• Interpersonal skills
• Decision making
• Prioritizing
• Stress management
• Proactivity
• Change management

Would be a plus

• Available for travel