Area Sales Manager (Distributors & Mid Size Contractors)

Area Sales Manager: Southwest

Mission:

The role of the Area Sales Manager is to own the Customer base within a given postcode area, build strong working relationship with existing and new clients, to leverage the full width of Schneider Electrics offers and Services.

You will be responsible for achieving all targets set relating to orders, sales, profitability, and strategic initiatives within your customer base.

You will need to build a strong internal network which you can leverage for support within your customer base.

You will develop deep customer relationships within the area at all levels and lead very strong customer and prospect engagement.

The role covers Electrical Distributors, Contractors and Wider Business Development

Key responsibilities:


* Area Sales Strategy - Create a strong area sales strategy that results in growth for the Area.

Ensuring that you have clear targets for existing customer growth/saturation and new customer acquisition.

Ensure strong links with both channel and offer marketing to deliver a solid plan of customer engagement through marketing activities.


* Financial KPI's - Meet or exceed all KPI's set - focusing on orders, sales, margin, new customer acquisition and opportunity win rate.

Strong management of MDF and specifically expenses costs.


* Key customer relationships - Develop, hold, and nurture key customer relationships across your account portfolio in all channels (Distribution, Panel Builders, Contractors), leverage these relationships to grow the business in offers.

Network and entertain your customers to deepen these relationships.


* Forecasting - Attend and provide formal rolling forecast by quarter, formal monthly forecasting to the business and semi formal as required by Regional Director.


* CRM excellence - ensure you are a leader in CRM use, documenting all customer interactions and management of opportunities, a culture of CRM excellence should be embedded and part of your DNA.

Ensure opportunities are managed to time and contain all required information.


* Pipeline management - Run robust pipeline management across the own area and ensure a short-, medium- and long-term view of projects.

Ensure that you are selling 'Schneider End to End' and that the mix of offers aligns with Channel/Segment available marker.

Have clear workstreams in place to improve win rate and time to close.

Skills and attributes:


* Sales Management - experience of working as a High Performing Sales professional and as part of a High Performing Sales Teams


* Strong influence and convincing skills


* Excellent negotiation skills


* Highly organised with good planning skills


* Good general business sense and awareness of macro market trends

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