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.

• 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

• 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

• Proficient in Microsoft Office products - specifically Excel, Word, Outlook, and Power Point
• 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

• 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

• 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

Fairbanks…