Area Sales Manager-ICG

Job Function

The position sells MPW services directly to potential and existing customers. The position requires the individual to identify all potential customers and sell all applicable MPW services to each customer.

• Use various media to identify potential customers consistent with the company’s market and business objectives.
• Identify revenue targets and develop strategic plans for target accounts.
• Identify the key decision‑maker on qualified accounts through research and personal contacts.
• Achieve assigned revenue and profit forecasts.
• Determine customer needs versus MPW’s business offerings.
• Plan and execute sales calls and presentations to customers.
• Demonstrate a problem‑solving attitude toward the customer and determine need satisfaction.
• Work within an assigned territory to maximize the service MPW can offer through business contacts and on‑site presence.
• As the territory develops, manage the territory’s new, potential, and existing customers.
• Identify potential business opportunities for MPW that are consistent with growth and performance objectives.
• Perform other duties as directed.

• Remove competitors from a plant by illustrating the benefits MPW can offer and the better services they can supply, using additional MPW resources as needed.
• Find new accounts using resources such as Linked In, Google, Industrial Information Resources, or sales leads generated by the home office.
• Work with various organizations from the plant level to corporate, and also work on job sites from time to time.
• Complete Job Data Sheet (JDS) on jobs that you are quoting.
• Complete bids that are consistent with MPW policy and can be presented to the customer in a professional manner.

• Associate or Bachelor’s degree with an emphasis in Sales and Marketing.
• Knowledge of the company, operations, and services.
• Experience in sales, marketing, and pricing strategies.
• Strong questioning skills (SPIN selling).
• Prior experience and understanding in preparing and presenting quotes to current and potential customers.
• Understanding of key industrial processes.
• Strong analytical skills with industry knowledge.
• Professional oral and written communication.
• Strong computer skills (Word, Excel, PowerPoint).
• 5‑7 years of experience in outside sales, preferably in an industrial environment.
• Ability to establish and maintain effective relationships with customers, management, and staff.
• Flexibility and ability to adjust to a rapidly changing environment.
• Excellent organization and time‑management skills.
• Good customer service orientation.
• Sales and negotiation training/seminars.
• Ability to travel up to 50% of the time and demonstrate good communication skills with mobile/computer devices.