Area Sales Manager - DAD

Job Summary:  The Area Sales Manager’s responsibility is to increase sales of the assigned product line in the assigned territory.  This includes existing account management, new account hunting, responding to RFP’s and sales inquiries, building and managing the pipeline, and continuous learning.  The ASM will have an annual sales goal, and a successful ASM will continuously meet or exceed the goal.  The ASM needs to have excellent presentation skills and be comfortable presenting in front of people.  Relationship building skills are a requirement.Essential Responsibilities: Existing Account ManagementPeriodic onsite meetingsContinue to build and strengthen the relationshipCustomer SatisfactionMaximize continuing ordersNew Account HuntingWork with manufacturers’ representatives to identify new targets, and prospects, and follow through on getting in front of themAttend regional and national trade shows to acquire new leads and perform timely follow up of those leads to convert them into opportunitiesRespond to RFP’s and sales inquiriesQualify any incoming RFP or sales inquiries before responding.  Once a decision is made to respond, layout the configuration required to meet the RFP or sales inquiry, build the costing for that configuration, set the pricing, and build the proposal and full response most closely. Build the pipelineThrough the practice of existing account management and new account hunting, identify opportunities and add them to the pipeline appropriatelyManage the pipelineOn a regular basis the pipeline opportunities need managed.  This involves follow up on open opportunities and confirming their place in the pipeline or updating them accordingly. Continuous Learning and researching the industry, competitors, and solutionsContinuous learning within the sales discipline, the leadership discipline, and the distribution automation discipline. Research solutions from the competition to have a solid understanding of what the competition offers and how to differentiate the Southern States product lineResearch the product and industry extensively and continuously.  Customers are more likely to purchase from someone who is knowledgeable and understands the product, and its applicationAdditional Responsibilities: Travel to perform onsite sales presentationsPresenting Customer “Hands On” Demonstrations of Reclosers and Automation Products on customer’s siteProposals Engineering; Complete quote requests; including cost modeling, writing the proposal, preparing required documentation and technical data and understand pricing strategies for specific pricing of individual bidsTrack actual sales against goalsPerform evaluation of regional manufacturers’ representativesProvide constant feedback to the team from customers in the field. Field customer calls for help and be the first line of supportSchedule trade show attendance with marketing, take equipment to show, setup booth, attend show, tear down booth, and get equipment back to marketingMinimum Qualifications: Education:  Bachelor’s degree in mechanical, Electrical, Computer, Industrial Engineering or Business Administration, or equivalentExperience: At least two years of experience in sales or technical support for sales of products in the distribution power utility industry or equivalentTravel: Ability to travel 40% to 60% domesticallyExcellent written and verbal communication skillsExcellent presentation skillsExcellent public speaking abilitiesExcellent relationship building abilitiesAbility to manage multiple tasks simultaneously and ensure nothing is forgottenAbility to work as part of a teamSelf-Motivated, self-starter