Area Sales Manager

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