Nidec Drives · 2 days ago
Area Sales Manager
United States
Full-time
Remote
Mid, Senior Level
5+ years expNidec Drives is focused on generating sales growth for their portfolio of brands, including variable frequency drives and servo systems. The Area Sales Manager role emphasizes new business development, requiring the identification and engagement of new customers through various sales strategies and collaboration with channel partners.
Industrial Automation
Hiring Manager
Nicholas Emas
Responsibilities
Demonstrate prospecting capabilities, leveraging prospecting tools within the Company
Identify a list of target accounts for direct soliciting, as well as those for marketing campaigns to support the territory growth strategy
Conduct joint-prospecting sessions with Channel partners and the Channel Sales Team, helping to ‘Hunt’ and leverage the channel to ‘farm’ opportunities
Aggressively follow up on all leads and enter the results in the company’s CRM system
Progress prospecting to confirm daily sales appointments with existing and prospective customers to promote Nidec Drives solutions, focusing on in-person meetings
Using these introduction meetings to drive the discovery process to uncover new opportunities
Through the discovery process, demonstrate the ability to tell the Nidec Drives Story and identify opportunities to develop new business within the Nidec Drives product Portfolio
When opportunities are identified present Nidec Drives product features and benefits, respective of and to an application, to win against our competition
To include basic product and software demonstrations. Qualify opportunities to prioritize the focus of time and resources Ability to collaborate with field applications engineers to solidify the presales technical qualification portion of the sale and understand the right point in the sales cycle to engage them
Focus moving opportunities thru the sales cycle with an emphasis on opportunities that we have the highest chance of winning
Develop and maintain a sales plan for assigned territory/accounts that meets or exceeds orders plan and grows market share
NEW business development of target accounts is a key activity. This may be steered by primary growth verticals developed in conjunction with the central business development team, and with the regional director (RSD) for territory
CMR System usage: Develop and maintain proficiency in the Company’s CRM System Salesforce; To track Order and Business Development opportunities and document sales activities
Maintain knowledge and document changes of account and contact information of assigned accounts in CRM to include OEM, SI and End User accounts which are brokered through Channel. This means that projects and key concerns are understood through a relationship with the OEM/EU directly, or via partner, and tracked in CRM
Maintain sales pipeline of opportunities with current stages, close dates, and forecast commitments to enable sales leadership to provide accurate orders and sales forecasts. This is to include the business of OEM, SI, and End User that is sold through channel partners
Document Customer Visits and Sales Calls as they are completed to meet KPI requirements
Use CRM to note next steps or actions on your opportunity funnel to provide reporting on activities and progress to sales leadership
Key Performance Indicators will be centered around: Project Opportunities to Close, New Business Development Customers, New Customers in Fiscal Year, Must Win Large Opportunities, Customer Visitation and Sales Calls, and any other KPI’s required by the Regional Sales Director
Provide on-time Weekly Reports as requested, submitted to RSD, including weekly updates of key projects, key actions from the current week, and key areas of focus for next week Complete commercial and technical training on products across the portfolio, demonstrating technical aptitude to solicit, and field customer application (technical) questions related to general sizing, selection, mode of operation, and best practices for general purpose, high performance, and servo variable frequency drives and related configuration software(s)
Be able to demonstrate Company standard demo equipment and software, and train customers in applications, features, and benefits of products, including the distinctive selling points to market competitors
If provided a Company vehicle for field sales calls, maintain vehicle in top condition, and maintain a professional and clean presence in reflection of Nidec Support distributors in conjunction with the Channel Sales team with joint sales calls and training to amplify efforts and drive growth in the territory
Keep current on all Company products from a technical, application, pricing, and selling benefits standpoint Collect and pass on relevant information regarding the market Demonstrate good judgment and adeptness at analyzing facts, problem solving, decision-making and communication skills
Generate and present to customers written quotations and proposals for the Company’s products and services following current pricing and sales policies
Assist with sponsored trade shows as requested. Learn and follow current Company Sales processes including sales policies
Join and remain in good standing as a member of any professional organization that represents a significant industry the Company serves
Qualification
Required
Four year technical or engineering degree (BSEE, BSE, BSEET, BSME, BSMET preferred) OR 5 additional years of experience selling drives or motion control
5 years of experience in the automation field
Previous experience working with Distribution Partners to grow sales
Excellent verbal and written communication skills
Must be proficient in Microsoft Office Word, Excel, PowerPoint, and Outlook
Ability to work independently and with a team
Ability and desire to prospect new customers
Demonstrated order growth performance
Must be a self-starter
English
Company
Nidec Drives
Nidec Drives is the home of Control Techniques, KB Electronics and Control Techniques Dynamics.
Founded in 1973Newtown, Powys , GB
501-1000 employees
Funding
Current Stage
Late StageCompany data provided by crunchbase