Area Sales Manager-ICG

Job Description

Job Description

JOB FUNCTION:

1 . The position sells MPW services directly to potential and existing customers.

2 . The position requires one to identify all potential customers and sell all of the

services MPW has to offer that are applicable to each customer.

ESSENTIAL FUNCTIONS:

1 . Use various media; identify potential customers that are consistent with the

company’s market and business objective.

2 . Identification of revenue targets and development of strategic plans for target

accounts.

3 . Identify the key decision-maker on qualified accounts through research and

personal contacts.

4 . Achieve assigned revenue and profit forecasts.

5 . Identify customer needs versus MPW’s business offerings.

6 . Plan and execute sales calls and presentations to customers.

7 . Demonstrates problem-solving attitude to the customer and determine need

satisfaction.

8 . Work within an assigned territory to maximize the service MPW can offer through

business contacts and on-site presence.

9 . As the territory develops: must be able to manage the territory’s new, potential,

and existing customers.

10 . Be cognizant of potential business opportunities for MPW to pursue as a

company that are consistent to growth and performance objectives.

11 . Perform other duties as directed.

ADDITIONAL RESPONSIBILITIES:

1 . Competitors – to remove competitors from a plant. The salesperson illustrates

the benefits MPW can offer and the better services they can supply. They may

use additional MPW resources to accomplish this.

2 . Find new accounts – they will use various resources such as a Linkdin, Google,

Industrial Information Resoures, or sales leads generated by the home office.

3 . They need to work with various organizations from the pant level to corporate,

also are required to work on job sites from time to time.

4 . Complete Job Data Sheet (JDS) on jobs that you are quoting.

5 . Complete Bids that are consistent with MPW policy and are able to be presented

to the customer in a professional manner.

QUALIFICATIONS:

1 . Associates or Bachelors degree with an emphasis in Sales and Marketing.

2 . Knowledge of the company, operations, and services.

3 . Experience in sales, marketing, and pricing strategies.

4 . Must have strong questioning skills.(SPIN selling)

5 . Must have prior experience and understanding in preparing and presenting

quotes to current and potential customers.

6 . Understanding of key Industrial processes.

7 . Strong analytical skills with industry knowledge.

8 . Professional oral and written communication.

9 . Strong computer skills (Word, Excel, PowerPoint).

10 . 5-7 years experience in outside sales preferably in an industrial environment.

11 . Ability to establish and maintain effective relationships with customers,

management, and staff.

12 . Be flexible and adjust to a rapidly changing environment.

13 . Excellent organization and time management skills.

14 . Good customer service orientation.

15 . Sales and Negotiation training/seminars.

16 . Ability to travel up to 50% of the time and demonstrate good communication skills

with Mobile/Computer devices.