Generac Power Systems

Area Sales Manager

US
3 weeks ago
Job ID
2017-12949
# of Openings
1
Category
Sales

Overview

This position is responsible for planning, coordinating and executing all sales related activities within the assigned region. This individual is responsible for achieving market share growth of Generac Mobile Product’s to existing customers and distribution, adding strategic new distribution, and delivering on our brand promise every day. The Area Sales Manager’s primary distribution focus is: regional equipment rental outlets; Generac dealers; and approved distributors within the assigned region. 

 

The ASM will be required to identify and qualify appropriate market segments and their distribution channels to grow and expand the company’s existing business. Excellent cooperation, communication, and support with the entire Generac Mobile Products sale team are required to be successful in this role. This position primarly covers the NorthEast corridor.  The ideal candidate would live within this region.

Responsibilities

  • Implement the overall sales strategy aligned to meet or exceed budgeted sales performance targets, derived from the annual corporate strategic plan.
  • Primary responsibility is to grow market share across the assigned territory.
  • Identify potential new customers, channels and partnering opportunities. Develop plans and set goals to ensure continued sales and account growth.
  • Gain deep understanding of regional market, business activity, market penetration and channel coverage to make recommendations for product alterations and new product development based on understanding of current industry trends, market activities and competitors.
  • Develop forecasts for existing accounts and market based business reports for new business.
  • Build strong relationships with key customer influencers at all levels of their organization by providing sales, marketing and technical support. Communicating frequently through all channels and providing guidance that will help our customers be successful with the company’s products and services.
  • Manage all aspects of the customer relationship including; account set up, providing options and solutions that match customer requirements, ensure satisfaction with delivered product through the entire product life cycle.
  • Plans, conducts and coordinates technical sales training sessions and product demonstrations on existing and new products for distributors and customers.
  • Coordinates special marketing or growth program sales efforts as requested. Develops and executes focused sales plans to maximize sales penetration.
  • Manage discount levels, freight and terms while maintaining acceptable margins.
  • Prepares and submits routine call reports, monthly reports, action plan updates, operating plan updates, SAP analysis and other sales oriented documents as requested.
  • Maintain and manage company CRM with accurate and timely updates to customer accounts, account lists, and contacts and opportunities within the territory; track new and existing opportunities for sales pipeline with probability and estimated revenue.
  • Act as SAP Super User within functional area as assigned.
  • Other duties as assigned.

Qualifications

  • Bachelor’s degree in Business Administration, Sales and Marketing, Engineering or related field of study OR equivalent experience;
  • 5+ years demonstrated achievement in field/territory sales, or sales management, ideally with an OEM;
  • Experience selling industrial, mechanical or technical products;
  • Technical knowledge of mechanical and electrical fundamentals.

 

Preferred Qualifications:

  • Demonstrated efficiency with Microsoft Office products;
  • Advanced knowledge of the principles and practices involved in new business development, product marketing, and sales;
  • Exceptional organizational, verbal and written communication, time & territory management;
  • Excellent communication and interpersonal skills to build relationships.
  • Demonstrated ability to prepare and deliver presentations, training and business solutions;
  • Strong problem solving and negotiation skills across the pricing spectrum;
  • Understanding of financing alternatives and solutions;
  • Ability to work and communicate effectively and positively in a team environment;
  • Knowledge and experience with consultative selling techniques;
  • Strong initiative and ability to tackle a new territory and grow the sales pipeline;
  • Ability to travel and work nonstandard hours.  Expected travel 70%;

Previous experience using SAP or equivalent ERP.

 

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