The Area Sales Manager is directly responsible for managing a portfolio of strategic accounts and generating new business and/or additional profit within that portfolio, as well as providing supporting budgets and sales results analysis. The position must participate in, support and influence other activities of the distributorship including, but not limited to, inventory management, receivables management, delivery activities, planning and marketing activities and providing leads. The Area Sales Manager also acts as a technical advisor, providing assistance to the organization as needed.
RESPONSIBILITIES BY COMPETENCY: (*denotes an essential function of the position)
Business Results Orientation
- Manage customer portfolio to optimize profitability, cash flow, investments, and receivables
- Implement sales and marketing strategies to support account growth
- Analyze sales results against goals and budgets and provide plans for correction when results fall short
Understand and drive achievement of Company Balanced Scorecard metrics and other key performance indicators
- Evaluate proposed lubrication capital expenditures using standard economic analysis methods
Provide new business leads to appropriate Business Development Manager
- Identify gaps in customers’ Strategic Account Plans and provide solutions
- Maintain regular attendance and follow designated safety practices
Perform other duties not listed as required
Communication
- Prepare and present marketing strategies, plans, progress reports, and results to management
- Define and document sales goals, budgets, and action plans
- Ensure professional and effective communication, both written and verbal, with customers, suppliers, vendors, and co-workers
*Provide timely response to administrative requests of Director of Sales and others within the organization *Provide timely and thorough sales forecasts and updates on customer requirements, order cycles, and safety stock
Adjust content of sales presentations based on customer type and needs
Maintain open communication with other divisions to facilitate exceptional customer service, business growth, and internal efficiencies
Customer Service Orientation
- Oversee the selection and performance of lubricants and lubrication equipment
- Recommend optimal lubricants to meet or exceed customer criteria – cost, wear, quality, safety, etc…
- Maintain relationships with clients; providing support, information, and guidance; researching and recommending new opportunities; and recommending profit and service improvements
- Handle customer meetings in an ethical, professional and efficient manner
- Respond promptly to all customer inquiries, customer proposals and follow through to ensure satisfaction
- Present and execute on Strategic Account Plans with customer
- Complete site and/or customer visits as required
Monitor customer satisfaction and address customer complaints by correcting or improving processes and/or mitigating dissatisfaction and/or errors
Developing Talent
- Attend training to further develop both technical and soft skills
- Maintain professional and technical knowledge by attending educational workshops, reviewing professional publications, establishing personal networks, benchmarking state-of-the-art practices, participating in professional societies, etc…
- Complete training as required to meet regulatory compliance and company guidelines
Challenge oneself to further develop skills that relate to the position
Promote team development, enthusiasm and pride
Enhance team accomplishments and competence by answering technical and procedural questions for less experienced team members, teaching improved processes, and/or mentoring team members
Technical Expertise
- Know and understand product specifications
- Know and understand lubrication procedures consistent with best practices
- Adhere to all Wallis Companies safety policies and report all safety incidents to supervisor immediately
Provide technical assistance to house accounts as needed
Know and can demonstrate proper and safe equipment handling and operating techniques
Identify product improvements or new products by remaining current on industry trends, market activities, and competitors
Monitor competition by gathering current marketplace information on pricing, products, new products, delivery schedules, merchandising techniques, etc…
SUPERVISORY RESPONSIBILITIES
This position has no direct reports
QUALIFICATIONS
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. (*denotes an essential qualification of the position)
Education: *Required: Equivalent to high school diploma
Preferred: Bachelor’s Degree in sales or related field
Experience: *Required: At least 3 years of experience in sales or related field
Language Skills: *Ability to read, write, speak, and understand English in a manner that is sufficient for effective communication with groups of managers, clients, customers and the general public.
(May be representative but not all-inclusive of those commonly associated with the position)
Skills and Abilities: *Ability to execute sales process and drive sales
- Extraordinary interpersonal skills and ability to develop relationships
- Ability to recognize and take action on opportunities for account growth
- Exceptional verbal and written communication skills
- Use of questioning and listening skills, as well as good follow-up
- Ability to manage time effectively, handle multiple priorities, and work with an appropriate sense of urgency
- Use of innovative and creative thought to identify solutions and opportunities
- Appreciation for teamwork, combined with an ability to work independently
- Focus on safety and accident prevention
Technology, Tools,
And Equipment: *Required: Basic computer skills, Microsoft Office, telephone
Preferred: Copy/print/fax machine
(Proficiency with preferred items is not required to meet minimum qualifications, but proficiency must be established to complete essential job functions)
Certificates, Licenses
and/or Registrations: *Required: Valid driver’s license
PHYSICAL DEMANDS
The physical demands described below are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
See:
Must be able to read computer screen and reports.
Stand/Walk:
Visits to other locations
Sit:
Must be able to perform work at desk, computer, etc.
Touch/Grasp/Feel:
Must be able to input electronic data, manipulate paper, use phone system
Talk or hear:
Must be able to communicate in person and on telephone system
Working conditions:
Office atmosphere
Warehouse Atmosphere
Disclaimer:
This job description in no way states or implies that these are the only duties to be performed by the employee occupying this position. Employees may be required to follow other job-related instructions and to perform other job-related duties as requested, subject to all applicable state and federal laws. Wallis Companies reserves the right to make changes to job descriptions as needed with or without notice to affected employees. Certain job functions described herein may be subject to possible modification in accordance with applicable state and federal laws. This job description does not establish a contract for employment.
