Area Sales Manager

                                                  Job Description

 

Role              :              Area Sales Manager (ASM)

Reporting to       :              UK Sales Manager – Industrial Weighing

Location              :              Home-based

Salary                              £30,000 - £35,000 plus benefits

3 Roles on offer  :   1x Scotland Central covering DG, EH, FK, G, KA, ML, PA, TD Postcodes
                                1x Central and West England covering CF, DY, GL, HR, LD, NP, SA, SY, TF, WR, WV 
                                1x North West England covering BB, BD, DL, CH, FY, L, LA, LL, M, OL, PR, SK, WA, WN

Our Client is one of the UK’s largest manufacturer of scales, weighing equipment and solutions. The Global company is headquartered for the UK in the Midlands.

Objective of Role:

 

To further increase the regional New Goods and New Contracts sales; to focus resource to exploit all revenue opportunities; to work closely with our existing Service infrastructure; to work closely with Contracts Managers, Service Managers, Service Technicians, Regional Sales Managers(RSM) and other Area Sales Managers to generate and respond to all revenue opportunities.

 

Main Duties and Responsibilities :

 

·         To focus on the 80 revenue accounts manufacturing/processing plants at local levels, building strategic partnerships with the Decision Making Unit (DMU). To continually raise the profile and scope of supply provided by the company, maintaining long term strategic partnerships with profitable sales revenue growth.

 

·               To use the whole spectrum of selling skills to exploit all new and existing New Goods and New Contracts sales opportunities within the territory.

 

·               To contribute to the Region’s business performance by exceeding the existing Regional sales

              targets.

 

·               To achieve and, where possible, to exceed monthly sales targets for the territory.

 

·               Make full use of all available resources to generate leads in order to maximise business opportunities within the territory.

 

·               Canvass and prospect all customers within the territory.

 

·               To promote and sell the complete range of Industrial Standards, Systems and Transport products and Transport Systems through customer demonstrations, site visits, tendering/quoting for new business.

 

·               To identify sales opportunities and follow up on such opportunities and other leads as provided by the infrastructure and Telesales personnel.

 

·               To maximise sales and profitability within the specific territory and to use account management and customer service skills to maintain and grow the sales.

 

·               To liaise effectively with other internal departments to ensure an exceptional level of customer service and to solve problems in an effective and timely manner.

 

·               To submit relevant reports as required by the UK Sales Manager to allow visibility of all activity, sales prospects and orders within the territory.

 

·               Build and maintain relationships with all customers to protect and maximise sales.

 

·               Advise and ‘up-sell’ to new and existing customers to maximise sales and build relationships

 

·               Where appropriate, develop external networking strategies with regional third parties

 

·               To attend Company sales meetings and exhibitions as and when required.

 

·               To obtain knowledge of competitor activity within the Territory.

 

·               To assist credit control in the collection of outstanding debts due from customers within the Territory.

 

·               To accurately complete all official customer sales orders in line with the correct Company procedure.

 

·               To observe and comply with all Company policies including but not limited to Company Vehicle and Support Cost Arrangements, Duty of Confidence, Grievance Procedure, Disciplinary Procedure, Ethics Policy, IT User Policy, Health and Safety, and all policies and appendices within the Contract of Employment.

 

·               To comply with the Company’s Expense Policy and submit expenses on a regular basis to the Regional Sales Manager for approval.

 

·               Any other duties deemed appropriate within the scope of the role and in line with skills and experience.

 

General Comments

 

This role will be carried out through customer visits for 3-4 days a week and office based activity including telephone prospecting for quality appointments for 1-2 days per week.

 
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We would appreciate if you could answer the following questions. We recognise this does involve an investment of your time but it will help support your application for the role.

 

 

If not clear in your CV, please advise what products/services you are currently selling or have

sold, to which markets and which sales channels do or have you sold through (direct or through distribution). Please also advise on average order value of products sold.

 

Please advise me on your sales figures (% as opposed to £ if uncomfortable providing it), your percentage turnover .v. target for the last two years.

 

What are your most significant commercial achievements in your current company and in

previous organisations? Please provide specific details of these successes. They could be targets you have achieved, customers you have developed, contract won etc.

 

Salary package on offer is a Basic salary - £30000-35000 + OTE £12000 open-ended + Car or cash option + Pension + Mobile + Laptop + Holiday of 25 days plus 8 statutory.

 

Please provide exact details as to your current or previous basic salary, bonus/commission, car, pension, holidays and any other additional benefits you receive?

 

Please provide exact details as to your current or previous basic salary, bonus/commission, car, pension, holidays and any other additional benefits you receive?

 

Is the above salary on offer acceptable? If not please advise on what would be.

 

Reasons for Leaving. Please outline your reasons for leaving your current and/or previous

employer. If you have worked for more than 2 companies in the last 5 years, please advise why you left them?

 

Please confirm you are an EU citizen and have authorisation to work within the European Union.

 

Please also confirm you have an up to date driving licence. If you have points on them, please advise how many and when they will be coming off.

 

 

  

Behavioural Competencies

 

Interpersonal Sensitivity

·            Demonstrates an interest in and understanding of others

·            Adapts to the team and builds team spirit

·            Recognises and rewards the contribution of others

·            Listens, consults and communicates proactively

·            Supports and cares for others

·            Develops and openly communicates self-insight such as own awareness of own strengths and weaknesses

 

Delivery

·            Focuses on customer needs and satisfaction.            

·            Sets high standards for quality and quantity.

·            Monitors and maintain quality and productivity.

·            Works in a systematic, methodical and orderly way.

·            Consistently achieves project goals.

 

Adapting to Change

·          Adapts to changing circumstances.

·          Accepts new ideas and change initiatives.

·          Adapts interpersonal style to suit different people or situations.

·          Shows respect and sensitivity towards cultural and religious differences.

·          Deals with ambiguity, making positive use of the opportunities it presents.

 

Planning

·          Sets clearly defined objectives.

·          Plans activities and projects well in advance and takes account of possible changing circumstances.

·          Manages time effectively.

·          Identifies and organises resources needed to accomplish tasks.

·          Monitors performance against deadlines and milestones.

 

Integrity        

·            Upholds ethics and values.          

·            Demonstrates integrity.

·            Promotes and defends equal opportunities, builds diverse teams.

·            Encourages organisational and individual responsibility towards the community and the environment.

 

Decision Making

·            Makes prompt, clear decisions which may involve tough choices or considered risks.

·            Takes responsibility for actions, projects and people.

·            Takes initiative, acts with confidence and works under own direction.

·            Initiates and generates activity.

 

Applying Expertise

·          Applies specialist and detailed technical expertise.

·            Develops job knowledge and expertise through continual professional development.

·            Shares expertise and knowledge with others.

·            Uses technology to achieve work objectives.

·            Demonstrates appropriate physical co-ordination and endurance, manual skill, spatial awareness and dexterity.

·            Demonstrates an understanding of different organisational departments and functions.

 

Meeting Customer Expectations

·          Focuses on customer needs and satisfaction

·          Initiates and generates activity

·          Is committed to regular contact with customers including face to face meetings

·          Empathises with the customer as well as other parts of the business

·          Responds to requests from both internal and external customers in a cooperative manner

·          Shares critical information

 

Acquiring New Skills

·          Rapidly learns new skills and quickly commits information to memory

·          Gathers comprehensive information to support decision making

·          Demonstrates a rapid understanding of newly presented information

·          Encourages organisational learning approach

·          Manages knowledge and new skills

·           

Problem Resolution

·            Uses appropriate tools to remedy problems

·            Identifies solutions to situations or problems and creates effective plans to implement them

·            Takes an unbiased, systematic approach to generating solutions and plans

·            Considers alternative solutions and specifies a course of action to deliver the desired outcomes 

·            Revises plans in the light of new information.