Area Sales Manager (Manufacturing)

Job Description

Job Description

MUST BE LOCATED IN KERN OR VENTURA COUNTY

Job Summary

Under general supervision, develops and executes sales and marketing strategies to grow business within Houston, TX territory. Builds and maintains relationships with customers, consulting engineers, distributors, contractors, and end users while identifying new business opportunities, developing leads, supporting sales representatives, and managing the sales process from initial contact through closing and ongoing account service. Provides technical product expertise, customer training, and field support to drive sales growth, strengthen customer relationships, and achieve territory sales objectives.

Reports To

Regional Sales Manager

Key Duties and Responsibilities

• Develop and implement sales and marketing strategies to increase revenue, expand market share, and achieve sales objectives within the assigned territory.
• Plan and conduct sales calls, establish customer contact schedules, and manage territory activities to maximize business development opportunities.
• Identify, contact, and develop prospective customers while maintaining relationships with existing accounts.
• Build relationships with consulting engineers to promote product awareness, provide technical specifications, and support product selection for projects, designs, and bids.
• Conduct technical presentations, product demonstrations, and training seminars for engineers, contractors, distributors, and end users.
• Support distributor, reseller, and Original Equipment Manufacturer (OEM) accounts by providing pricing, discount information, product literature, application guidance, technical assistance, troubleshooting, service support, and training.
• Maintain project records, sales reports, and bid follow-up documentation while communicating product advantages and competitive differentiators to customers and industry professionals.
• Develop product specifications and recommendations for special orders and unique applications.
• Provide field support, including product startup, warranty service, troubleshooting, and technical assistance for customers and contractors.
• Participate in trade shows, industry events, and professional association meetings to promote products, develop business relationships, and identify market opportunities.
• Monitor industry developments, competitor activities, market conditions, product pricing, and emerging customer needs.
• Train and support new sales personnel and assist in developing product knowledge, sales skills, and effective customer service practices.
• Maintain accurate records of sales calls, business activities, travel expenses, and territory performance.
• Coordinate communication among customers, consulting engineers, contractors, inside sales, accounting, manufacturing, and other internal departments to ensure effective customer support.
• Visit customer facilities and job sites to evaluate equipment requirements, determine product applications, and recommend appropriate solutions.
• Communicate customer feedback and requests related to product literature, pricing, engineering specifications, technical data, applications, and product improvements to the appropriate departments.
• Gather and document prospect information, competitive intelligence, and market data to support territory planning and sales strategies.
• Implement territory business plans, achieve established sales quotas, and manage expenses within budget.
• Investigate and help resolve customer issues involving shipments, damaged products, warranties, credits, discounts, pricing discrepancies, and overdue accounts.
• Maintain reliable attendance, punctuality, and timely communication regarding absences in accordance with company policies.
• Comply with established company policies, procedures, and safety requirements.
• Perform other related duties as assigned.

Qualifications

Experience, Education, and Training

• Significant experience in sales, territory management, business development, or sales management, preferably involving industrial products, mechanical equipment, fluid control systems, or related technical products.
• Bachelor's degree in Sales, Marketing, Business, Engineering, or a related field preferred, or an equivalent combination of education and relevant experience.
• Experience developing sales strategies, managing customer accounts, identifying new business opportunities, and achieving sales targets.
• Technical product training and experience supporting product applications, installation, troubleshooting, and field service.
• Ability to learn and apply product specifications, technical applications, company policies, and sales procedures.

Knowledge, Skills, and Abilities

• Strong knowledge of sales and marketing strategies, territory management, lead generation, account development, and sales closing techniques.
• Working knowledge of mechanical, hydraulic, and fluid control principles, including the application of valves, pumps, motors, and related equipment.
• Ability to understand customer requirements and recommend appropriate technical products and solutions.
• Knowledge of industrial products, product applications, technical specifications, and competitive offerings.
• Strong customer relationship management, negotiation, communication, and presentation skills.
• Ability to develop and deliver technical training programs and product presentations to customers and industry professionals.
• Basic troubleshooting skills related to product installation, operation, and field performance.
• Familiarity with the disassembly, reassembly, adjustment, servicing, and repair of automatic control valves and backflow prevention assemblies, or similar mechanical equipment.
• Ability to prepare quotations, communicate pricing and delivery information, and support customer purchasing decisions.
• Ability to analyze market trends, evaluate competitive activity, and identify opportunities for territory growth.
• Ability to read and interpret engineering drawings, schematics, blueprints, and technical documentation.
• Proficiency with computers, electronic communications, and business software; familiarity with electronic valve control systems is beneficial.
• Strong organizational and time-management skills, including the ability to prioritize activities, manage multiple accounts, plan travel, and work independently.
• Ability to build and maintain effective working relationships with customers, engineers, distributors, contractors, government representatives, and internal departments.
• Ability to manage territory budgets, monitor sales performance, and maintain accurate business records.