What are the responsibilities and job description for the Area Sales Manager-ICG position at MPW?
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.
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