Area Sales Manager – Food Services – POS & Mobility Solutions
Area Sales Manager - Food Services - POS Mobility Solutions - Chicago
Primary responsibilities will include identifying and closing large national accounts in the Quick Service and Fine Dining vertical market. Responsible for working with dealers, systems integrators, and distributors to insure fulfillment of the business. Must create End-User demand and be able to grow revenue base in all product categories including hardware, software, and services. Must have the ability to present multiple Panasonic products within the Food Services vertical. Ability to communicate, make presentations at a C level, develop a strong funnel, accurately forecast, and the ability to use Excel are a must. Must be willing to travel extensively. Candidate needs strong IP background. Must be able to effectively manage large projects. Must have National Account and channel development experience. Must be able to identify and develop relationships with partners that will enhance our solutions. Must have the ability to communicate and work in a heavily matrixed organization. Must have a minimum of five years field sales experience and must have exceeded budget or have shown exceptional leadership skills among peers for a minimum of two years. Minimum five years POS experience required. Extensive travel required; position based in the Chicago area. 1. Selling/Account Mgmt./Customer Service 50% a. Attain minimum of 100% of assigned sales quota b. Develop business and relationships with key End Users through close communications and personal visits c. Promote new and key products to this customer base through demonstrations and presentations. d. Develop and manage sales and marketing programs to increase awareness demand for products within the assigned accounts e. Maintain records of customer information performance. Establish goals and track performance to objectives f. Utilize all resources at your disposal to achieve maximize penetration within the territory g. Manage customer service issues to ensure the highest level of customer satisfaction and retention h. Responsible for developing annual business plans with National accounts that will include but is not limited to; annual sales budgets, marketing communications programs, sales promotions, quarterly business reviews, and training i. Identify the need for promotional materials and programs to enhance the Panasonic's market position and improve selling strategy. j. Provide corrective actions and recovery plans if results are not at or above target 2. Prospect Development 35% a. Develop identify new end user opportunities through prospecting and key end user calls and demos to meet the company objectives of pipeline development. b. Create a funnel of three times quota within assigned national accounts c. Attend trade shows and events to identify new prospects d. Establish relationships with Partners to expand sales reach and prospect base 3. Planning Administration 10% a. Work with accounts to provide timely, accurate complete sales reports and forecasts, coordinate effective promotions, and gather product planning input. Attend required sales conference calls b. Give thorough market feedback to management c. Develop National Account plans for each national and provide quarterly reviews to senior management team 4. Product Knowledge 5% a. Maintain a high level of product technical knowledge b. Maintain a high level of competitive product awareness c. Stay with changes in technologies and communicate this knowledge on to your dealers/customers MANAGEMENT: Managing all aspects of the dealer business with Panasonic, concisely and professionally and ensure that the territory has the optimum number of capable authorized resellers and partners to maximize the revenue opportunities in the territory. PROBLEM-SOLVING/KNOW HOW: Exercising judgment in presenting and selling the best product to the customer to solve their problem or get their job done. Ability to work through technology and service related problems. Effectively navigate the internal organization to resolve issues and customer requirements. Professionalism a must. B.S. in business, although not a requirement, is a positive in this position. Extensive travel required. COMMUNICATIONS: (key communications contacts and level of persuasion required) This is the key ingredient for success in this position. Must constantly communicate with customers, dealers, management, and internal personnel in a very clear and positive manner. This requires very professional conversation, presentation, and problem solving skills. Computer skills a must with a high level of competence in the area of email, spreadsheets, presentation development and letters.