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Area Sales Manager

TSMG Holding

Role overview

Qualifications

  • Bachelor's degree in Mechanical, Electrical, or Industrial Engineering.
  • 5+ years of experience in sales of industrial automation solutions.
  • Strong negotiation and selling skills with knowledge of market and competition.
  • Willingness to travel and ability to work cross-functionally with sales support and partners.

Responsibilities

  • Develop territory growth strategy: analyze market data, forecast long-term targets, and create a territory sales calendar with the Sales Manager.
  • Lead generation and pipeline management: identify prospects, visit new customers, document visits in CRM, respond to leads within 48 hours, and monitor dashboards with the Sales Manager.
  • Opportunities and offers generation: perform gap analysis, analyze buyers and competition, update DFI, coordinate with Sales Support and partners to optimize solution cost.
  • Orders generation and project monitoring: prepare technical presentations, negotiate and close orders, ensure contract terms are reflected with Finance approval, and monitor project progress.

Key facts

Hard skills

Business Negotiation Solution Selling Industrial Automation Sales Management Sales Management Sales Management Deal Structuring Pricing Strategies Sales Forecasting Supplier Management Claims And Litigation Management Business Networking Event Marketing Prospect Management Contract Management Sales Planning Business Partnering Technical Solution Design Customer Success Management Market Segmentation Gap Analysis Lead Generation Market Analysis Market Positioning Sales Reporting Cross-Functional Collaboration Competitive Analysis Lead Generation Consumer Sales Presentation Training Win-Loss Analysis Change Management Customer Relationship Building

Other skills

  • Report Writing
  • Training And Development
  • Decision Making
  • Communication
  • Analytical Skills
  • Time Management
  • Teamwork
  • Proactivity
  • Stress Management
  • Prioritization
  • Social Skills
  • Problem Solving

About the company

TSMG Holding logo

TSMG Holding

Information Services & Data Providers

TSMG is your expert data collection partner with a presence across Europe and North America. Our mission is to empower tech companies with seamless data collection, fueled by our relentless pursuit of excellence. • We handle complex data collecting projects. • Our team supports Fortune 500 companies with all aspects of data collecting projects – from recruiting to logistics and beyond. • We gather vast volumes of relevant, accurate, and diverse datasets to fuel the intelligence of your AI systems. • We find and manage powerhouse teams and give them the tools to get things done. Give us the low-down on your project and we'll craft a seamless solution together.

Company details

Company typeScaleup
IndustryInformation Services & Data Providers
Company size51 - 200

Links

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Job description

Role Objective

This position will ensure the company growth by creating and closing opportunities, and ensuring customers’ loyalty.


Accountabilities

Strategy for Growth

  • Collect information about market growth, potential products, and competition data and share it with the team.
  • Analyze in coordination with the Sales Manager the market volume and sales targets for the next 10 years.
  • Develop a sales calendar for the territory to reflect the overall company business plan and discuss objectives with the Sales Manager.

    •  

    Leads Generation and Pipeline Management

  • Scan the market for leads and develop the list of prospects through all kinds of networking (partners, customers, suppliers, internet search, local ministries, contacting dormant customers, etc.).
  • Visit new customers to introduce Technica, evaluate potential inquiries, fill the contact report for each visit with valuable information, and enter data on CRM.
  • Capitalize on visits of other engineers to the territory by giving them special assignments through clear, detailed, and documented missions and obtaining their feedback.
  • Act on all leads within 48 hours.
  • Prepare pre-trip plans to the territory, get approval from the Sales Manager, and send requests to HR for needed reservations.
  • Prepare post-trip reports and submit them to the Sales Manager for evaluation and discussion.
  • Follow up on dashboard and sales reports in the territory in coordination with the Sales Manager to meet objectives.

    •  

    Opportunities and Offers Generation

    • Fill gap analysis and inform the Sales Manager about findings to decide on the action plan:

      • Analyze the 4 buyers.

      • Analyze the competition.

      • Analyze the competitive edge.

      • Involve the customer.

      • Fill the DFI accurately and continuously update it to ensure all data is available with the sales support department.

      • Participate in the solution preparation in coordination with the Sales Support Department and ensure that the cost is optimized and minimal while fitting customer needs.

      • Contact partners to discuss their offers and terms.


        • Orders Generation

      • Prepare technical presentations and FAB tables and present the solution and offer to the customer.
      • Negotiate and close the order along strategic selling concepts.
      • Ensure all terms agreed upon with partners are reflected in the contract and approved by the Finance department.
      • Monitor project progress and intervene if necessary to develop corrective actions.
      • Analyze all inquiries (won and lost) by involving the customer and share experience with the team.


        • Bonding with Customers

      • Monitor that claims are being handled and contact customers to ensure satisfaction.
      • Ensure high customer satisfaction and high referrals by being proactive and visible at every opportunity (PO won, PO lost, claims, special occasions, NPS, CSQ)
      • Inform about marketing activities and projects needed for the area including campaigns, exhibitions, and events.
      • Prepare the evaluation report and discuss it with the Sales Manager.


        • Managerial Activities

      • Assist the sales team via network connections and collaborate with them to grow opportunities within their territory.
      • Assist the Sales Support department in offer preparation by giving input on the solution, cost, and risk and by selecting the most appropriate partners.
      • Support team members in technical presentations.
      • Support the sales team in contract negotiations and closing agreements.


        • Knowledge Sharing

        • Share knowledge of new projects with the sales team and train them on specific requirements.


    Requirements

    Educational Background

    Bachelor degree in Mechanical, Electrical, or Industrial Engineering.


    Experience Required

    5 years of experience in sales of industrial automation solutions.


    Technical Competencies

  • Financial knowledge / Economical status of the territory
  • Solution knowledge
  • Partners product knowledge
  • Negotiation & selling skills
  • Competition knowledge / Market knowledge
  • Bonding and communication skills


    • Behavioral Competencies

  • Analytical skills & problem solving
  • Interpersonal skills
  • Decision making
  • Prioritizing
  • Stress management
  • Proactivity
  • Change management

    • Would be a plus
  • Available for travel 
    •

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    MR

    Marcus Rivera

    Chief Revenue Officer

    m.rivera@company.com
    linkedin.com/in/marcusrivera
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