Area Sales Manager

Overview

Generate and drive sales of Company products and services to new customers as well as maintain and grow the existing customer base within a defined territory. Generate leads, meet with prospects and current customers, create a quote pipeline, and present product features and benefits to meet customer needs to continually meet or exceed established sales and revenue goals.

Essential Job Duties

• Grow top-line revenue within assigned geography through professional selling skills to identify, prospect and establish contact with potential customers daily
• Maintain and develop existing customer base through trusted relationship management and identify opportunities for replacements or upgrades to meet challenging needs
• Travel to and from customer and prospective customer sites to meet with decision-makers face to face and learn their business needs
• Assess customer and prospective customer's business issues and business cycles to identify products and services to meet those needs, overcome objections, issues, or concerns as necessary
• Create and present persuasive sales proposals to customers to sell products and develop repeat business
• Develop and implement effective sales strategy to drive sales within territory
• Work closely with Area Service Manager and Service team to support existing customer base and identify potential new customers
• Learn and maintain a strong working knowledge of the entire Fairbanks Product Catalog
• Maintain all contacts, opportunities, quotes, and orders within Microsoft Dynamics CRM system, submit sales reports, forecasts, industry or market reporting, or other administrative duties
• Work with multiple internal teams to provide accurate solutions and sales presentations, accurate quotes, and orders that meet customer's project timelines and expectations
• Adhere to and uphold all Fairbanks Scales policies and procedures

Required Qualifications

Required qualifications to effectively perform the job. An equivalent combination of education, training, and experience will be considered. (Additional requirements may be designated by position.)

• This position requires an associate's or bachelor's degree or equivalent work experience
• Minimum of 2 years of outside sales experience
• Experience of 4 or more years of selling industrial or capital equipment is preferred
• Must have and be able to maintain a valid driver's license and safe driving record per Company and insurance policies and pass a driving physical

Knowledge, Skills, and Abilities

May be representative, but not all-inclusive, of the knowledge, skills, and abilities commonly associated with this position.

• Proficient in Microsoft Office products - specifically Excel, Word, Outlook, and PowerPoint
• Excellent persuasive and negotiations skills
• Excellent problem-solving skills
• Excellent communication skills, both verbally and in writing
• Ability to effectively organize and prioritize work as well as 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-motivated to win business with little direction

Work Environment

• General office conditions. Exposed to moderate noise levels. This work is mainly indoors in an office setting, involving regular contact with customers through phone and email
• Face-to-face contact at many varieties of customer sites including industrial, construction, agricultural and more that are outdoors or outside with varying noise and temperature levels with uneven terrain
• Daily vehicle travel is required for this position to meet with current and prospective customers in a large territory
• Occasional air and overnight travel may be required for trade shows, training, or job site visits

Physical Abilities

• Required to use close vision and be able to focus
• Regularly required to talk and hear; frequently required to sit, stand and bend at the knee and waist, and walk
• Must be able to have repetitive wrist, hand and/or finger movement to type and work on computer
• Must have finger dexterity and hand-eye coordination to work on computer, telephone, and related office equipment
• Regular attendance is a necessary and essential function

Fairbanks Scales Inc. is an Equal Opportunity Employer including Disability/Vets

DISCLOSURE REGARDING BACKGROUND INVESTIGATION

Fairbanks Scales Inc. may obtain information about you from a third-party consumer reporting agency for employment purposes. Thus, you may be the subject of a "consumer report" and/or "investigative consumer report" which may include information about your character, general reputation, personal characteristics, and/or mode of living, and which can involve personal interviews with sources such as neighbors, friends, or associates, The reports may contain information regarding your credit history, criminal history, social security verification, motor vehicle records ("driving records"), verification of your education or employment history, or other background checks. Credit history will only be requested where such information is substantially related to the duties and responsibilities of the position for which you are applying.

NOTIFICATION OF PRE-EMPLOYMENT DRUG SCREENING

Fairbanks Scales Inc. performs post-offer, pre-employment drug testing for all roles prior to being hired into any role as part of our Drug Free Workplace Policy. In addition, Fairbanks Scales Inc. performs post-offer, pre-employment drug testing under the authority of the U.S. Department of Transportation prior to being hired for any role or transferred into a safety-sensitive role.