Area Sales Manager

TSMG · Warsaw

Role Objective

This position will ensure the company growth by creating and closing opportunities, and ensuring customers’ loyalty.

Accountabilities

Strategy for Growth

  • Collect information about market growth, potential products, and competition data and share it with the team.
  • Analyze in coordination with the Sales Manager the market volume and sales targets for the next 10 years.
  • Develop a sales calendar for the territory to reflect the overall company business plan and discuss objectives with the Sales Manager.

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    Leads Generation and Pipeline Management

  • Scan the market for leads and develop the list of prospects through all kinds of networking (partners, customers, suppliers, internet search, local ministries, contacting dormant customers, etc.).
  • Visit new customers to introduce Technica, evaluate potential inquiries, fill the contact report for each visit with valuable information, and enter data on CRM.
  • Capitalize on visits of other engineers to the territory by giving them special assignments through clear, detailed, and documented missions and obtaining their feedback.
  • Act on all leads within 48 hours.
  • Prepare pre-trip plans to the territory, get approval from the Sales Manager, and send requests to HR for needed reservations.
  • Prepare post-trip reports and submit them to the Sales Manager for evaluation and discussion.
  • Follow up on dashboard and sales reports in the territory in coordination with the Sales Manager to meet objectives.

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    Opportunities and Offers Generation

    • Fill gap analysis and inform the Sales Manager about findings to decide on the action plan:

      • Analyze the 4 buyers.

      • Analyze the competition.

      • Analyze the competitive edge.

      • Involve the customer.

      • Fill the DFI accurately and continuously update it to ensure all data is available with the sales support department.

      • Participate in the solution preparation in coordination with the Sales Support Department and ensure that the cost is optimized and minimal while fitting customer needs.

      • Contact partners to discuss their offers and terms.


        • Orders Generation

      • Prepare technical presentations and FAB tables and present the solution and offer to the customer.
      • Negotiate and close the order along strategic selling concepts.
      • Ensure all terms agreed upon with partners are reflected in the contract and approved by the Finance department.
      • Monitor project progress and intervene if necessary to develop corrective actions.
      • Analyze all inquiries (won and lost) by involving the customer and share experience with the team.


        • Bonding with Customers

      • Monitor that claims are being handled and contact customers to ensure satisfaction.
      • Ensure high customer satisfaction and high referrals by being proactive and visible at every opportunity (PO won, PO lost, claims, special occasions, NPS, CSQ)
      • Inform about marketing activities and projects needed for the area including campaigns, exhibitions, and events.
      • Prepare the evaluation report and discuss it with the Sales Manager.


        • Managerial Activities

      • Assist the sales team via network connections and collaborate with them to grow opportunities within their territory.
      • Assist the Sales Support department in offer preparation by giving input on the solution, cost, and risk and by selecting the most appropriate partners.
      • Support team members in technical presentations.
      • Support the sales team in contract negotiations and closing agreements.


        • Knowledge Sharing

        • Share knowledge of new projects with the sales team and train them on specific requirements.

    Requirements

    Educational Background

    Bachelor degree in Mechanical, Electrical, or Industrial Engineering.


    Experience Required

    5 years of experience in sales of industrial automation solutions.


    Technical Competencies

  • Financial knowledge / Economical status of the territory
  • Solution knowledge
  • Partners product knowledge
  • Negotiation & selling skills
  • Competition knowledge / Market knowledge
  • Bonding and communication skills


    • Behavioral Competencies

  • Analytical skills & problem solving
  • Interpersonal skills
  • Decision making
  • Prioritizing
  • Stress management
  • Proactivity
  • Change management

    • Would be a plus

  • Available for travel 
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