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Area Sales Manager

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POST DATE 8/12/2016
END DATE 9/28/2017

Chicago Pneumatic Philadelphia, PA

Philadelphia, PA
AJE Ref #
Job Classification
Full Time
Job Type
Company Ref #
08 2016 3


Description/Job Summary
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Responsible for all sales activities, from prospecting through to close, in an assigned area or defined set of accounts. Develops and implements an agreed upon area plan which will meet the business goals of increasing sales to the customer base and improving customer satisfaction.

1) OR Growth
2) Area - Breakthrough and Daily Management Planning
3) Plan Execution Distributor performance where applicable
4) Area Customer Satisfaction
5) Awareness of all major activities

Report to:
Regional Sales Manager
Works as a team with:
Distributors when applicable

Product Sales (80%) Achieve & exceed assigned sales goals by developing action plans and schedules to identify specific sales prospects, targets, and/or markets and to project number of contacts to be made. Prospect, source, and maintain quality customers in assigned area. Manage, call on, and sell industrial tool equipment directly to customers and distributors in assigned area. Follow up on new leads and referrals resulting from field activity.

Establish rapport and maintain regular contact with existing and new customers (particularly key accounts). Respond promptly to customer inquiries. Identifies future product and customer needs and communicates the information to the Regional Sales Manager and appropriate Product Manager(s). Executes the RightWay 4 step methodology and the MODERN Selling System within the area;

Actively engage in planned prospecting activities geared at increasing the customer base, and continually increase your market share.

Maintain a professional image at all times through personal actions and initiatives. Enhance division and Company reputation and brand image by consistently working to implement the Company s core values of commitment, interaction, and innovation. Drive our brand promise of "People, Passion and Performance."

Take appropriate action in line with Chicago Pneumatic Tool Company procedures and guidelines to complete task and to establish and maintain communications with all people/employees relevant to this mission.

Personal Development (15%) Update job knowledge (for both products and sales/marketing strategies and skills) by participating in competency development opportunities. Reviews plan, actions, and progress with the Regional Sales Manager on a quarterly basis;
Utilize the Global Business Portal and continually work towards personal growth.

Reporting (5%) Prepare and provides a monthly report (due the 2nd day of the month) for the area to the Regional Sales Manager; Maintains an updated customer contact list for the purpose of the Net Promoter Score (NPS) program;

Report on special developments, information, or feedback gathered through field activity, including recommendations for product, service, pricing changes and evaluation of competitive developments.

Perform other duties as assigned

Required Skills
Technical Capability

Effective capability with a laptop computer and Microsoft Office programs (Word, Excel, Power Point) and IBM Lotus Notes;
Is a subject matter expert with the MODERN Selling System;
Has professional presentation and demonstration skills;
Is knowledgeable about the Theory of Fastening
Is knowledgeable about Statistics,
Is knowledgeable and effective with Return on Investment and Net present Value justifications using productivity, reliability, quality, and ergonomics as value factors
Is capable of performing professional presentations and demonstrations for all product types targeted for the area;
Is capable of troubleshooting all product types targeted for the area;
Has good working knowledge of competitors and competitive products;

People Management Capability

Treats people with dignity, empathy, and respect; acts with integrity; takes feedback responsibly and positively;
Broadens, motivates, and supports development of distributor team members;
Sets challenging goals and drives hard on key issues;
Effectively manages distributor performance;
Provides support and advice to distributors in order to help them recognize ways in which they can improve the effectiveness of their business;

Business Management Capability

Conveys a thorough understanding of the SWOT analysis and identifies the critical success factors;
Is capable of turning the SWOT analysis, targets from the Business Line Manager and Regional Sales Managers into a set of actions through which the area will reach a series of challenging and achievable targets;
Is capable of checking progress at various milestones using CPTD Unit Specific Scorecards, Bowling Charts, and the Plan-Do-Check-Act Cycle to assure movement towards the targets;
Is capable of performing gap analysis and recommending appropriate countermeasures if necessary;
Understands how to utilize all pertinent CPTD resources;
Understands how to make use of and motivate distributor resources to help cover the area and increase sales for accounts requiring this channel of sale;
Understands how to utilize effective time management techniques to cover the area;
Is capable of communicating appropriately with all positional levels within each target plant in the area;

Must be self-directed and have excellent organizational, interpersonal, and verbal and written communication skills. Must have proven business analysis skills. Must be proficient in Microsoft Office, including Word and Excel. Travel required. Must have a valid driver s license.

Required Experience

Minimum 2 years of experience with Industrial sales (preferrably Industrial tool sales)
Experince with performing product demonstrations
Experience calling on manufacture sites
MInimum 2 years business to business sales and customer relations management
MInimimum 2 years of experience in managing distributors

Required Education
Bachelor's Degree (preferable) and/or equivalent

Self Management
Results Orientation
Customer Focus
Goal Achievement
Conflict Management

Frequent Interaction
Customer Oriented
Frequent Change
Analysis of Data