Lubes - Area Sales Manager 828 Smithfield Avenue, Winchester, VA 22601 Wallis Co
Wallis Co, Winchester, VA, United States
Location 828 Smithfield Avenue, Winchester, VA 22601
The Area Sales Manager is directly responsible for managing a portfolio of strategic accounts and generating new business and/or additional profit within that portfolio, as well as providing supporting budgets and sales results analysis. The position must participate in, support and influence other activities of the distributorship including, but not limited to, inventory management, receivables management, delivery activities, planning and marketing activities and providing leads. The Area Sales Manager also acts as a technical advisor, providing assistance to the organization as needed.
RESPONSIBILITIES BY COMPETENCY ( *denotes an essential function of the position)
Business Results Orientation
Manage customer portfolio to optimize profitability, cash flow, investments, and receivables
Implement sales and marketing strategies to support account growth
Analyze sales results against goals and budgets and provide plans for correction when results fall short
Understand and drive achievement of Company Balanced Scorecard metrics and other key performance indicators
Evaluate proposed lubrication capital expenditures using standard economic analysis methods
Provide new business leads to appropriate Business Development Manager
Identify gaps in customers’ Strategic Account Plans and provide solutions
Maintain regular attendance and follow designated safety practices
Perform other duties not listed as required
Communication
Prepare and present marketing strategies, plans, progress reports, and results to management
Define and document sales goals, budgets, and action plans
Ensure professional and effective communication, both written and verbal, with customers, suppliers, vendors, and co-workers
Provide timely response to administrative requests of Director of Sales and others within the organization
Provide timely and thorough sales forecasts and updates on customer requirements, order cycles, and safety stock
Adjust content of sales presentations based on customer type and needs
Maintain open communication with other divisions to facilitate exceptional customer service, business growth, and internal efficiencies
Customer Service Orientation
Oversee the selection and performance of lubricants and lubrication equipment
Recommend optimal lubricants to meet or exceed customer criteria – cost, wear, quality, safety, etc…
Maintain relationships with clients; providing support, information, and guidance; researching and recommending new opportunities; and recommending profit and service improvements
Handle customer meetings in an ethical, professional and efficient manner
Respond promptly to all customer inquiries, customer proposals and follow through to ensure satisfaction
Present and execute on Strategic Account Plans with customer
Complete site and/or customer visits as required
Monitor customer satisfaction and address customer complaints by correcting or improving processes and/or mitigating dissatisfaction and/or errors
Developing Talent
Attend training to further develop both technical and soft skills
Maintain professional and technical knowledge by attending educational workshops, reviewing professional publications, establishing personal networks, benchmarking state-of-the-art practices, participating in professional societies, etc…
Complete training as required to meet regulatory compliance and company guidelines
Challenge oneself to further develop skills that relate to the position
Promote team development, enthusiasm and pride
Enhance team accomplishments and competence by answering technical and procedural questions for less experienced team members, teaching improved processes, and/or mentoring team members
Technical Expertise
Know and understand product specifications
Know and understand lubrication procedures consistent with best practices
Adhere to all Wallis Companies safety policies and report all safety incidents to supervisor immediately
Provide technical assistance to house accounts as needed
Know and can demonstrate proper and safe equipment handling and operating techniques
Identify product improvements or new products by remaining current on industry trends, market activities, and competitors
Monitor competition by gathering current marketplace information on pricing, products, new products, delivery schedules, merchandising techniques, etc…
SUPERVISORY RESPONSIBILITIES This position has no direct reports
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. (*denotes an
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The Area Sales Manager is directly responsible for managing a portfolio of strategic accounts and generating new business and/or additional profit within that portfolio, as well as providing supporting budgets and sales results analysis. The position must participate in, support and influence other activities of the distributorship including, but not limited to, inventory management, receivables management, delivery activities, planning and marketing activities and providing leads. The Area Sales Manager also acts as a technical advisor, providing assistance to the organization as needed.
RESPONSIBILITIES BY COMPETENCY ( *denotes an essential function of the position)
Business Results Orientation
Manage customer portfolio to optimize profitability, cash flow, investments, and receivables
Implement sales and marketing strategies to support account growth
Analyze sales results against goals and budgets and provide plans for correction when results fall short
Understand and drive achievement of Company Balanced Scorecard metrics and other key performance indicators
Evaluate proposed lubrication capital expenditures using standard economic analysis methods
Provide new business leads to appropriate Business Development Manager
Identify gaps in customers’ Strategic Account Plans and provide solutions
Maintain regular attendance and follow designated safety practices
Perform other duties not listed as required
Communication
Prepare and present marketing strategies, plans, progress reports, and results to management
Define and document sales goals, budgets, and action plans
Ensure professional and effective communication, both written and verbal, with customers, suppliers, vendors, and co-workers
Provide timely response to administrative requests of Director of Sales and others within the organization
Provide timely and thorough sales forecasts and updates on customer requirements, order cycles, and safety stock
Adjust content of sales presentations based on customer type and needs
Maintain open communication with other divisions to facilitate exceptional customer service, business growth, and internal efficiencies
Customer Service Orientation
Oversee the selection and performance of lubricants and lubrication equipment
Recommend optimal lubricants to meet or exceed customer criteria – cost, wear, quality, safety, etc…
Maintain relationships with clients; providing support, information, and guidance; researching and recommending new opportunities; and recommending profit and service improvements
Handle customer meetings in an ethical, professional and efficient manner
Respond promptly to all customer inquiries, customer proposals and follow through to ensure satisfaction
Present and execute on Strategic Account Plans with customer
Complete site and/or customer visits as required
Monitor customer satisfaction and address customer complaints by correcting or improving processes and/or mitigating dissatisfaction and/or errors
Developing Talent
Attend training to further develop both technical and soft skills
Maintain professional and technical knowledge by attending educational workshops, reviewing professional publications, establishing personal networks, benchmarking state-of-the-art practices, participating in professional societies, etc…
Complete training as required to meet regulatory compliance and company guidelines
Challenge oneself to further develop skills that relate to the position
Promote team development, enthusiasm and pride
Enhance team accomplishments and competence by answering technical and procedural questions for less experienced team members, teaching improved processes, and/or mentoring team members
Technical Expertise
Know and understand product specifications
Know and understand lubrication procedures consistent with best practices
Adhere to all Wallis Companies safety policies and report all safety incidents to supervisor immediately
Provide technical assistance to house accounts as needed
Know and can demonstrate proper and safe equipment handling and operating techniques
Identify product improvements or new products by remaining current on industry trends, market activities, and competitors
Monitor competition by gathering current marketplace information on pricing, products, new products, delivery schedules, merchandising techniques, etc…
SUPERVISORY RESPONSIBILITIES This position has no direct reports
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. (*denotes an
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