Description

• The Area Sales Manager is responsible for managing relationships with Tempo Communications rep agencies to drive sales programs initiatives, marketing, promotions, and trainings. This position will be responsible for building relationships and delivering results through a direct consultative sales approach with our distributors, contractors, installers, and end users. This position works independently to develop, leverage, and manage existing and new distribution / customer relationships through facilitation of sales activities, seminars, trainings, and trade shows throughout the datacom/low-voltage, irrigation, and utilities channels. The Area Sales Manager will also direct the Independent Reps Groups to take appropriate steps to support the Distributors in their region to facilitate increased sales.

Distributor Responsibilities:

• Build and cultivate relationships with distributors in their assigned territory. Acquire and maintain connection with each distributors Regional/District Sales Management, as well as the individual Branch Managers, Outside Sales Reps/Managers, Counter Reps/Managers, and their main purchasing contact(s).
• Work with distributors to develop a merchandising plan to grow sales and help move Tempo Communications inventory as well as recommending and creating stocking packages for distributors based on their market. Approve pricing opportunities based on volumes they are considering.
• Work with Tempo Inside Sales to decide how and where to allocate MDA funds available to each distributor (where applicable) based previous year’s sales volumes.
• Review the Distributor's current buying relationship and expectations on a regular basis to propose specific products, services and solutions to grow the range of products carried by that Distributor.
• Explain products and/or services to the distributor, advising them of new products and updates. Educate distributors about terminology, features and benefits of products in order to improve related sales and customer satisfaction.
• Team with distribution partners to facilitate meetings, demonstrations, seminars, and trainings at their target customers to support driving Tempo product sales back to distributor partner branches. Collect all customer data and update into Tempo CRM software.
• Facilitate merchandising activities including but not limited to designing, installing, merchandising, and stocking/re-stocking gondolas, peg board skins, signage, counter mats, banners, PoP displays, etc.
• Average 16-20 face-to-face sales/merchandising meetings, demonstrations, seminars, and/or trainings per week at distributors, end users, and specifiers.

Rep Group Responsibilities (where applicable):

• Manage the Independent Rep Group relationship and provide annual sales volume goals. Set clear direction where they need to support the Distributors with activities such as training, demonstrations and trade show activity.
• Find and qualify new Rep Groups in underserved areas within the territory. Make recommendation of strong reps to the Sales Management. Assist with the interview process.
• Perform analysis of Rep Groups monthly sales volumes and discuss results at the monthly call. Review their activities with them and make recommendations to improve sales volume.
• Recommend ending relationship with underperforming Rep Groups in given territory.
• Advise all Rep Groups special incentive programs for the territory and track their progress.
• Keep the Rep Groups aware of new products or products with updated features. Set goals for the Reps to sell these new products. Manage each new product launch project.
• Work with Reps to ensure they have appropriate sales demo gear.

General Responsibilities:

•  Attend industry trade shows in the assigned geography in support of distributors and channel.
• Input all distributor and end user customer meetings/training into CRM/ZOHO to track and manage interactions with Rep Groups, distributors, and end user customers. Ensure all communications are logged, information is accurate and documents are attached where required.
• Establish a close working relationship with Tempo team members of Customer Service, Sales, Marketing, Shipping Department and Technical Support
• Present a professional image at all times to customers
• Perform other duties as assigned.

Qualifications

Qualifications:

• 3-5 years of experience (or more) of demonstrated success selling Electrical/ Datacom and/or Irrigation products, tools & supplies, building materials, or similar products through distribution to contractors/installers.
• A Bachelor’s degree in business, marketing or related field is preferred.
• Must have excellent communication skills, the ability to build relationships quickly, be a creative problem solver, and have the entrepreneurial drive to build and manage YOUR geography while delivering results are skills critical to the role.
• High energy, are outgoing, can think strategically, do what they say they are going to do, and are coachable, and capable to work with changing priorities.
• Good organizational skills with the ability to work with and interpret complex and detailed information.
• Requires the ability to respond to customer inquiries in a calm, professional, and courteous manner, yet always keeping company policies in mind.
• Must be available to travel 60% of time.

The responsibilities and duties outlined in this position description are a guideline for the general duties of the position and are not exhaustive of all duties inherent in the job. The company reserves the right to modify, amend, alter or delete any aspect of this position description at any time.