Area Sales Manager

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

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

  
  
  
  
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    Analyze the 4 buyers.

    
    
  
  
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    Analyze the competition.

    
    
  
  
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    Analyze the competitive edge.

    
    
  
  
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    Involve the customer.

    
    
  
  
  
  


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

  
  


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  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.

  
  


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  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

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

  
  

• Available for travel