Area Sales Manager - Hygienic/Water Mid-West

Description

Position Title:     Area Sales Manager – Hygienic/Water Mid-West (KS/AR/MO/NE/IL)

Department:       Sales

Reports to:         Business Unit Manager

FLSA Status:      Exempt

Role Profile:       ASM Outside Sales

Summary:

The role of the Area Sales Manager is to be an entrepreneur responsible for growth and success in market development, application opportunities, new customer growth along with being the company’s foremost authority on the applications & requirements for Process Automation. The ASM is to generate sales; directly and through Key Account Managers, Area Sales Managers and Distribution Partners while supporting the company sales plan.

Main tasks: (Other duties will be assigned as required)

Responsible for sales growth and annual goals in Target Segments, using attack strategies to ensure sales and margin goals are reached
Application development per the Hygienic & Water segment
Coordinate marketing efforts with the Marketing Coordinator and Key Account Manager per segment which at minimum includes; product launches, trade shows, data sheets along with other sales and marketing activities and documentation
Identify new opportunities within the Hygienic & Water segment
Assemble and roll out business plans that provide sales growth to the specific segment
Promote duplication of sales success within segment
Drive the specifications of Burkert Solutions at: OEMs, A&E firms, Integrators and Corporate level
Drive end-users for specific segment and deliver input into the global application database
Have on-going pursuits and development with the New Customer Development (NCD) department of activities for their respective segments that could include but not be limited to; SIC code of listed potential, specific areas of a market, solutions and/or processes to pursue, applications that apply and questions to be asked and pursued for each opportunity
Trend data on the market such as current market size, market share and competitive positioning; maintain a current market strategy at all times
Prepare proposals of new products for meeting market demands
Be able to fully utilize the following tools: Company specific CRM and SAP
List target accounts to pursue for specification acceptance
The individual conducts business according to the published expense budget for assigned area and with the approval of the team leader.
Deliver input into the global application database
Communicate directly with Team Leader and Field Segment Manager
Prepare proposals of new products for meeting market demands
Provide weekly report on key targeted accounts and communicate that information in company CRM tool in both the opportunity and note sections
Support the customers and Burkert distributor if applicable in your area in their application and product efforts
Coordinate with the field segment manager input and conduct training for company employees and customers on products and application opportunities in your specific market
Insure that each month there is a 3:1 ratio of new opportunities to company sales goal effort in the project opportunities portion of the CRM for your market segment
The individual conducts business according to the published expense budget for assigned area and with the approval of the team leader
To drive the specifications of Burkert Solutions at: OEMs, A&E firms, Integrators and Corporate end-users.
Deliver input into the global application database.
Communicate directly with fellow ASM’s locally, FSM‘s and Burkert U.S. factory personnel when applicable.
Maintain a current market strategy at all times
Individual can fully utilize the following tools; company CRM, SAP, and Delta Master
List of target accounts to be pursued for specification acceptance and sales approved by the team leader.
 

*This job description indicates the general nature and level of work expected. It is not designed to cover and contain a comprehensive listing of activities, duties or responsibilities required by the employee. Employee may be asked to perform other duties as required.*

Qualifications:

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

*Applicant should be willing to travel.*

Education and Experience:

Bachelor’s Degree in Engineering or equivalent certified completed technical training courses
5+ years of sales and technical experience in the specific market required
 

Skills:

Strong customer focus and attention to detail
Day-to-day work activities are prioritized appropriately within work routines
Excellent oral, written and communication skills
Able to work closely within a team and contribute individually
Ability and motivation to self-train for continued growth
 

Competencies:

Problem-solving ability means the ability to analyze problems and on that basis find alternative solutions, and to evaluate and successfully put those solutions into practice.

Assertiveness means the ability to assert oneself consistently when opposed, to represent unpopular positions, and to establish dialogue and be persuasive with others in difficult situations.

Willingness to learn means continuously acquiring new skills and knowledge, and further developing existing ones.

Customer orientation means that all business strategies, processes, products, and everyday activity are to be solely focused on the goal of maximizing value and satisfaction for the customer, both internal and external.

Ability to communicate means communicating information as clearly and accurately as possible with others, whether on the factual or interpersonal level, and to correctly interpret the statements of others and react to them accordingly

Process-oriented thinking and acting in thought and action means thinking and acting cross-functionally, seeing beyond existing business processes and organizational divisions.

Taxonomy

• Sales & Marketing
• Sales