Area Sales Manager at Hamilton Lloyd and Associates

Job Summary

• The Area Sales Manager (ASM) is responsible for volume and revenue growth for new and existing accounts within an assigned sales territory.
• He/she engages with sales team members to develop robust account strategies and to ensure effective application of sales and negotiation skills.
• This position drives results in key areas of the business plan, including profit, revenue growth, people development, and reporting.
• The ASM manages the Middle Market Senior Account Executives and Patch of Land Account Executives.

Job Responsibilities
Manages Account Executive Sales Performance:

• Engages in formal and informal account strategy development with team members to build sales planning skills.
• Provides behavior specific feedback to demonstrate the effective use of sales and negotiation skills.
• Communicates market trends and competitor information to support the sales team in opportunity development.
• Shares feedback on market issues with senior management to identify local volume development opportunities.
• Discusses sales results with team members to create a comprehensive sales team action plan to measure improvement.
• Trains Account Executives (AEs) and/or Inside Sales Representatives (ISRs) to review customer information and understand customers’ account status using the Customer Relationship Management (CRM) application.
• Monitors account performance information to track sales performance to objectives.
• Reviews established sales metrics to assess individual and group performance.

Provides Feedback and Models the Way:

• Performs pre-call sessions with sales team to review objectives and expectations for sales calls.
• Reinforces the use of an established sales process to ensure the sales team effectively uncovers, qualifies, and engages with prospects to make the most of available opportunities and drive growth.
• Role-plays tough customer situations with team members to help manage tension and develop negotiation skills.
• Participates in customer meetings to present and review proposals with clients and position the value of solutions.
• Conducts post call reviews with sales team to discuss observations.
• Develops joint action plans with sales team to improve performance in key areas. Trains the sales team on pull-through techniques for various products and services (e.g., small package, freight, etc.) to ensure successful penetration and execution of contracts.
• Conducts customer calls to model sales techniques and share sales and negotiation expertise with the sales team.
• Reviews plan versus actual to support sales team performance and create action plans to improve sales results.

Drives Sales Growth:

• Manages and communicates sales strategy initiatives to drive total revenue growth across all products and business units.
• Monitors performance measurement tools to determine the achievement of sales goals.
• Monitors established sales reports to determine sales trends and identify opportunities for growth.
• Uses performance quality measures to evaluate sales team and individual performance levels.
• Drives the business plan to support targeted sales opportunities, account penetration, and sales growth strategies.

Provides Customer Support Internally/Externally:

• Facilitates training for the sales team on new products and sales campaigns.
• Shares information on sales solutions and best practices to help win new opportunities.
• Participates in setting the departmental budget to ensure the guidelines are realistic and achievable.
• Shares complex experiences with the operations teams to provide awareness on recurring customer issues.

Collaborates Across Functions:

• Collaborates with cross-functional groups (e.g., Customer Solutions, Marketing, operations, etc.) to develop solutions for customers.
• Facilitates meetings with personnel (e.g., Business Center Managers, operations, billing, etc.) to determine corrective actions and resolutions to customers’ issues.
• Participates on cross-functional committees (e.g., claims, damage reduction, etc.) to provide subject matter expertise.

Manages and Develops Other:

• Manages resources and people processes (e.g., Performance Management, Career Development, Training, Staffing, etc.) to ensure the day to day administration of processes and formal procedures.
• Identifies individual and team skill gaps and developmental opportunities (e.g., training, special assignments, conferences, projects, etc.) to facilitate individual and team development.
• Ensures that direct and indirect reports have documented career goals and detailed plans for achieving these goals to develop them personally and professionally.
• Conducts frequent performance evaluations in a consistent, fair, and objective manner to facilitate open communication and encourage continuous performance improvement.
• Holds others accountable to established performance levels to achieve individual and group goals.
• Resolves individual and group performance issues in accordance with the company’s policies and procedures in a timely manner to motivate and foster teamwork.
• Coaches others and provides on-going feedback and support to improve performance.
• Identifies opportunities to involve others in new and challenging work assignments and/or rotations that advance the skills and capabilities of individuals and the organization.
• Makes salary recommendations to reward employee performance.

Requirements

• Education : A degree in any relevant course.
• Experience: Minimum of 7 years’ work experience

Additional Requirements/Skills:

• Business, Financial, and Industry Knowledge
• Coaches Sales Team Members
• Conducts Competitive Analysis
• Conducts Customer Analysis
• Creates Account Strategies
• Negotiation
• Solves Customer Problems
• Strategic Customer Partnerships
• Supply Chain Management.