Area Sales Manager - USA

Area Sales Manager - USA


Become the new Area Sales Manager for Desoutter in Los Angeles, USA!

MAJOR RESPONSIBILITIES
 

  • Identifies the business line position within the area and within targeted key accounts - Market Share, Net Invoiced Sales, Strengths-Weaknesses-Opportunities-Threats (SWOT), and Competition;
  • Defines, develops, and executes an Area Performance Optimization Plan for the area based on requested targets from the Business Line Manager, Regional Sales Managers, Key Customer Managers, and feedback from Distributors;
  • Executes the RightWay 4 step methodology and the MODERN Selling System within the area;
  • Adheres to the Atlas Copco Group Business Code of Practice;
  • Adheres to company values and expected behaviors, dress and style expectations, etiquette standards, travel standards, reporting structure, paperwork, and digital requirements;
  • Provides a monthly report (due the 2nd day of the month) for the area to the Regional Sales Manager;
  • Utilizes the bowling chart in the Area Performance Optimization Plan to analyze the performance of the area on a monthly basis;
  • Maintains an updated customer contact list for the purpose of the Net Promoter Score (NPS) program;
  • Follows up on all NPS triggers;
  • Measures gaps between desired performance and actual performance of the area and raises red flags to indicate a deviation;
  • Seeks help from the Regional Sales Manager while creating countermeasures to close the performance gap and exceed the expectations established in the planning process;
  • Reviews plan, actions, and progress with the Regional Sales Manager on a quarterly basis;
  • Identifies future product and customer needs and communicates the information to the Regional Sales Manager and appropriate Product Manager(s).


COMPETENCE PROFILE
Technical Capability

  • Effective capability with a laptop computer and Microsoft Office programs (Word, Excel, Power Point) and IBM Lotus Notes;
  • Is a subject matter expert with the MODERN Selling System;
  • Has professional presentation and demonstration skills;
  • Is a subject matter expert with the RightWay program;
  • Is an subject matter expert in the Theory of Fastening
  • Is an subject matter expert on Quality Statistics,
  • Is knowledgeable and effective with Return on Investment and Net present Value justifications using productivity, reliability, quality, and ergonomics as value factors,
  • Is capable of performing professional presentations and demonstrations for all product types targeted for the area;
  • Is capable of troubleshooting all product types targeted for the area;
  • Has good working knowledge of competitors and competitive products;
  • Understands and adheres to all customer specific product/fastening requirements supplied by the Segment Application Guide.

People Management Capability
 

  • Treats people with dignity, empathy, and respect; acts with integrity; takes feedback responsibly and positively;
  • Broadens, motivates, and supports development of distributor team members;
  • Sets challenging goals and drives hard on key issues;
  • Effectively manages distributor performance;
  • Provides support and advice to distributors in order to help them recognize ways in which they can improve the effectiveness of their business;

Business Management Capability
 

  • Conveys a thorough understanding of the SWOT analysis and identifies the critical success factors;
  • Is capable of turning the SWOT analysis, targets from the Business Line Manager and Regional Sales Managers into a set of actions through which the area will reach a series of challenging and achievable targets;
  • Is capable of checking progress at various milestones using CPTD Unit Specific Scorecards, Bowling Charts, and the Plan-Do-Check-Act Cycle to assure movement towards the targets;
  • Is capable of performing gap analysis and recommending appropriate countermeasures if necessary;
  • Understands how to utilize all pertinent Desoutter human resources;
  • Understands how to make use of and motivate distributor resources to help cover the area and increase sales for accounts requiring this channel of sale;
  • Understands how to utilize effective time management techniques to cover the area;
  • Is capable of communicating appropriately with all positional levels within each target plant in the area;

Education

Bachelor's Degree (preferable) and/or equivalent

Experience

 

  • 2+ years of experience in business to business sales and customer relations management (preferable)
  • 2+ years of experience in managing distributors (preferable)
Apply now