Description

JOB SUMMARY

As an Area Manager, your responsibilities will include overseeing a team of Regional Sales Managers, Sales Representatives, Technical Representatives, and other sales professionals, each assigned to specific geographic areas. Working in collaboration with fellow managers, you will be responsible for implementing, communicating, and aligning objectives and strategies with the field sales team. Your role will be pivotal in facilitating the execution of these strategies and objectives to drive successful promotions and sales across all business units.

The ideal candidate should reside in or near one of the following metro areas: Los Angles, Pheonix, San Francisco, Seattle, Salt Lake City, Denver or Boise.

ESSENTIAL FUNCTIONS

• Market Analysis: Conduct market research and analysis to identify opportunities, trends, and competitive threats within the area. Use this information to adjust sales strategies as needed.
• Sales Strategy: Develop and implement a sales strategy for the assigned area or territory, aligned with the Business Unit and company's overall sales goals and objectives. Set clear vision and direction for sales strategy with Regional Sales Managers and Independent Representatives.
• Sales Forecasting: Monitor sales performance, track progress against targets, and provide regular sales forecasts and reports to senior management.
• Sales Team Management: Lead the recruitment, training, mentoring, and supervision of a team comprising Regional Sales Managers, Sales Representatives, Technical Representatives, and other roles within the designated geographic region. Ensure comprehensive exploration of sales opportunities across all business units within each project or customer engagement. Develop key performance indicators (KPIs) to track progress towards overarching objectives and conduct regular team meetings to assess advancements and evaluate team performance.
• Customer Relationship Management: Cultivate and sustain robust connections with essential clients, architects, contractors, builders, distributors, and various stakeholders within the assigned region. Recognize, endorse, and engage in regional and/or national trade shows, industry events, and affiliated organizations to stay current on market needs and maintain relationships with industry peers. Consistently provide outstanding customer service while fostering enduring client relationships. Become proficient in utilizing our company’s CRM system for effective relationship management and the development of a robust sales opportunity pipeline.
• Product Knowledge: Maintain a profound comprehension of the inherent value embedded within PROSOCO products and any potential implications on pricing. Skillfully articulate to your team and both existing and potential customers how this value compares to competing products and offerings in the market, encompassing aspects such as product features, benefits, field, lab, and phone support, quality, performance, application, warranty, manufacturer reputation, and more. Recognize avenues for enhancing current products and offer insights on new product development. Collaborate closely with product managers to provide input on product performance, requirements for new product development, and other areas ripe for enhancement
• Promotion and Marketing: Collaborate with the marketing team to plan and execute marketing and promotional activities within the territory to boost product visibility and demand.
• Budget Management: Manage the sales budget for the area, including expenses, sell price strategies, and promotional budgets, to maximize profitability.
• Negotiation: Participate in negotiations with customers, distributors, and other partners to secure contracts, agreements, and favorable terms.
• Compliance: Ensure that all sales activities within the area comply with relevant laws, regulations, and company policies.
• Customer Support: Address customer inquiries, concerns, and issues promptly and effectively, working closely with customer support and technical teams as needed.
• Reporting: Prepare and submit regular sales and performance reports to senior management, highlighting achievements, challenges, and recommendations.
• Cross Functional Collaboration: Promote teamwork and collaboration across all business units. Set an example for and promote the company’s core mission, vision and values. Support and communicate directives received from upper management.

OTHER RESPONSIBILITIES:

• Complete all assigned training courses.
• Contribute to a safe and environmentally secure work environment for themselves, their coworkers, and our customers by following established safety procedures.
• Perform other duties as assigned, if qualified, to meet business demands.

 SUPERVISORY RESPONSIBILITIES

This position manages a team of regional managers and independent representatives who are responsible for designated geographical regions throughout the United States.

Qualifications

KNOWLEDGE, SKILLS & ABILITIES

• Sales Experience: Several years of experience in sales, with a proven track record of achieving or exceeding sales targets. Prior experience in the building products industry is beneficial.
• Leadership Skills: Strong leadership and team management skills to lead and motivate a sales team effectively.
• Communication: Excellent communication and interpersonal skills to build relationships with customers and team members.
• Analytical Skills: The ability to analyze market data, sales trends, and customer feedback to make informed decisions.
• Negotiation Skills: Proficiency in negotiation techniques and contract management.
• Strategic Thinking: The capacity to develop and execute strategic sales plans for the area.
• Problem-Solving: Effective problem-solving abilities to address challenges and find solutions in a competitive market.
• Budget Management: Financial acumen to manage the sales budget effectively.
• Customer Focus: A customer-centric approach and a commitment to delivering exceptional customer service.
• Travel: Willingness to travel within the assigned territory as needed.

PHYSICAL DEMANDS

• Ability to frequently carry, lift and/or move up to 20 lbs. and occasionally lift and/or move up to 75 lbs.
• Digital dexterity and hand/eye coordination in operation of office equipment.
• Ability to speak to and hear customers and/or employees via phone and in person.
• Ability to sit; climb or balance; and stoop, kneel, crouch or crawl.
• Body motor skills sufficient to travel via auto or air for presentations, job site visits and other meetings with clients.

WORKING CONDITION & ENVIRONMENT

• Job operates in a professional office or home office environment.
• This role routinely uses standard office equipment such as computers, mobile phones, photocopiers, scanners, iPads, and digital cameras.
• Occasional evening and weekend work may be required as job duties demand.
• Frequent travel (mainly via auto) outside local area can be expected with overnight stays. Travel via air is required periodically.

 TECHNOLOGY REQUIREMENTS

Computer literate with knowledge of all Microsoft Office Applications.

EDUCATION – CERTIFICATION

BS Degree (professional or business management specialty) or greater than 10 years of sales management experience in related field.