Area Sales Manager LPC

Location:

Miami, FL, United States

Job : 85460

We Elevate... Quality of urban life

Our elevators, escalators, and moving walks safely transport more than two billion of us up and down buildings and across transportation hubs every day. As part of the Schindler team, you'll discover meaningful work that enhances quality of life for communities, and contribute to making places more accessible, inclusive, and sustainable for all. By joining us, you don't just become part of our success story;

you help shape the future and continue our rich legacy that started back in 1874.

Area Sales Manager LPC

Purpose of Position

• Lead the sustainable growth (order intake, market share, and profitability) for your respective sales teams in identified geographic markets thru strategy development for MUST WINS, early engagement with all buying influences, competitive differentiation, and superior selling.
• Recruit, develop/coach, and organize high‑performing sales professionals to deploy local market plans that increase our participation rate, expand our relationship with ideal customers, and create demand within defined vertical markets.
• Develop new markets thru short‑term/long‑term plans to staff up, nurture customer relationships and establish a foothold; be the 'face of Schindler' to new customers for LPC.
• Envision LPC sales vision with a focus on the future team structure, markets, and approaches.

Business Development Tasks

• Provide insight and guidance into sale strategy development to drive Large Project order intake (OiT).
• Collaborate with internal departments, such as marketing, engineering, and operations to empower and enable the success of sales teams in demonstrating competitive differentiation and creating winning strategies.
• Seek out and research market trends and early project developments, with new and existing customers, to support the sales team's pipeline development.
• Source, analyze, communicate, and apply competitive data for competitive advantage to the sales team.
• Create territory/vertical market plans to grow market share in identified geographic locations by smartly deploying sales resources.
• Manage and nurture relationships with new and existing owners, developers, consultants, general contractors, and partners with a focus on executive leaders, stakeholders, and influencers.
• Develop and maintain an active professional network of sellers that can serve as prospective candidates for new sales hires.

Sales Tasks

• Meet and/or exceed assigned sales objectives.
• Master utilization of CRM platform for the management plans, pipeline, and sale activity.

Sales Management Tasks

• Meet and/or exceed assigned sales team objectives.
• Master utilization of CRM platform for the management of team plans, pipeline, and sale activity.
• Highly effective coach of sales performance thru frequent 'in‑the‑field observation.
• Astute developer of talent with agility to apply varying leadership styles depending on the specific need (directive/supportive/collaborative/delegation).
• Active support where needed for customer presentation, estimate review, negotiation, contract terms review, and all required due diligence.
• A strategic mindset to evaluate competitive positioning.

KPI's (Metrics TBD)

• Development/deployment of LPC Market Plan
• Personal Sales Goals:
  Order Intake, Booked Gross Margin, Units, and Market Growth
• Team Sales Goals:
  Order Intake, Booked Gross Margin, Units, and Market Growth
• Maintain Funnel Volume to meet plan
• Achieve Net Promoter Score for Sales
• Bid to Book Performance
• Customer Engagement

Qualifications / Skills

• Experienced sales leader; mature and strong disposition; strong voice and a great listener.
• Strategic and tactical; need to balance 'ideas' with 'action'.
• Complimentary background or strengths to the current leadership team with a focus on 2‑way customer engagement and meaningful connections with stakeholders; model the behavior as a value‑added skill for the team to learn.
• Change agent; ability to manage ambiguity, build‑as‑you‑go; agility in approach (mature vs. growth markets), seek out and embrace non‑traditional approaches and ideas.
• Comfort with customer marketing activities to…