The
Area Sales Manager
will be responsible for an assigned
sales plan requiring the generation of
new business within existing or new
accounts and the retention of existing
accounts. He/she will coach sales team
members and address strengths and
weaknesses in their performance to
broaden their sales skills and move them
forward in their careers.
The
Area Sales Manager will drive results in
key areas of the Business Development
business plan, including profit, revenue
growth, administration, and reporting.
He/She will manage Middle Market Account
and Senior Account Executives (AEs),
Enterprise Accounts AEs and
International Middle Market AEs.
The Area
Sales Manager will also conduct training
on product and service techniques that
enable team members to successfully
penetrate and execute contracts. He/She
will also manage area sales activities.
Job
Description:
The
Area Sales Manager will perform
all or some of the following Job
description:
Communicate market trends and
competitor information to team
members
Conduct weekly reviews about lost
and at risk business to identify
issues and create corrective action
plans
Work
with senior management to establish
local business development
initiatives
Create a comprehensive sales team
action plan based on monthly
results, identify and recommend
yearly goals, and track sales
performance to objectives
Use
reporting tools to assess account
performance; train sales team on use
of tools
Provide internal and external
customer support through product
training and customer follow-up on
problem resolution
Monitor sales reports for gain/loss
trends, use performance quality
measures, and communicate and
support sales strategy initiatives
Monitor the year-to-year customer
base to uncover competitive gaps in
the international market, find new
opportunities, and implement
competitive initiatives
Collaborate across functions to
develop customer solutions and
provide expertise
Ensure staff development by coaching
and providing feedback and verifying
that employees have career goals and
plans
Conduct performance evaluations and
resolve individual and group
performance issues
Identify opportunities for advancing
skills and capabilities.
Minimum Requirements / Knowledge / Skill
For Area Sales Manager Job
Ability to apply business and
industry knowledge and understand
how key factors impact business
strategies and customer
organizations in areas such as
industry trends, global business
perspectives, and organizational
structures and functions
Ability to apply financial knowledge
in order to read and interpret
financial statements, develop
business cases using financial
information (e.g. cost, revenue
forecasts, etc.) and plan and
effectively manage budgets
Ability to apply knowledge of
customer business models and
operating structures and offers
logistic sales solutions that
support the customer’s strategic
business objectives
Ability to apply knowledge of the
features and business applications
of services, products and
customer-facing technology offerings
and solutions
Ability to apply supply chain and
logistics knowledge of the flow of
materials, information, and finances
involved in manufacturing and
distributing products
Ability to apply knowledge of core
business and of freight structure
and operations to resolve problems,
make decisions and achieve business
objectives
Ability to assess and identify
business needs and conduct customer
analysis to determine customer
requirements and constraints,
determine the impact of
products/services on customers, and
identify which products, services
and features to promote to
current/potential customers
Ability to build business
partnerships and develop key
customer relationships to maximize
account profitability
Ability to understand the customer’s
business and aligns account
strategies to customer goals
Ability to coach, mentor, and
develop sales team members, using
career development processes and
tools, to develop their sales skills
and strategies
Ability to conduct competitive
analysis of competitor’s offerings
and strategies, and maintain
awareness of competitive environment
Ability to create and develop
strategies and plans for effectively
managing accounts
Ability to negotiate with others by
identifying desired outcomes,
organizational priorities, and
appropriate strategies and
concessions
Ability to ask pertinent questions,
consider alternatives, persuade
others, and bargain for win-win
solutions
Ability to solicit information using
information gathering techniques
such as asking open and closed-ended
questions, probing for details, and
interviewing others to obtain
additional information
Willingness to travel
Business to Business or Business to
Consumer sales experience or UPS
experience
Ability to speak and write in
Spanish
Minimum Education Requirements /
Certification / Licensure For
Area Sales Manager Job
