Area Sales Manager
hace 4 días
The role is to be in charge of the customers located in Euskadi, Navarra, La Rioja, Galicia and Castilla y León.The purpose of the Sales Function is to deliver:Profitable revenue growth, including robust new business development.Achieve stated gross margin targets as a percentage of sales.Approach the sales process with a high degree of professionalism and effectiveness by successful utilization of customer centric selling skills and tools, such as use of scorecards, business reviews, EVE tools, high/wide/deep, 5 warning signs, prospecting & new account calls, development of a robust sales funnel, collecting ARs, avoidance of bad debts, cross selling, and effective CRM system management.Establish, track, and close new business targets consistent with short- and long-term objectives at designated accounts within the territory.Develop contact matrix and establish strong relationships with key decision makers and project facilitators.Prospecting and cold calling.Develop, execute and manage sales plans, sales budgets, and expense budgets.Establish account development plans and network resources up, down and across both the customer's organization and the company.Develop account relationships, identify opportunities and capture service opportunities at strategic accounts within assigned geography or industry.Understand key players, applications, requirements, trends, and needs as well as the company´s potential and share within the targeted industry. Become an industry and product expert to leverage successes across the industry.Coordinate closely with regional sales teams as well as collaborating with the technical area as necessary to accelerate and drive profitable growth through solutions selling to targeted accounts.Establish a linkage between the customer's business strategy and the company´s capabilities.Monitor the competition to better understand issues and threats and develop plans to eliminate barriers.Implement pricing and market strategies as well as business practices. Negotiate customer contracts and value packages to insure an acceptable return on the resources invested.Participate in strategy development, help position the business and develop the offer. Assist in defining the target markets, and commercial strategy.Develop written Account Plans for top three strategic accounts including metrics to define annualized sales potential at each account.Manage strategic relationships, cultivate new alliances, and monitor competitive activity.Create and maintain CRM data and sales statistics as required.Minimum Requirements:Bachelor's or Master's degree in business or Technical discipline (e.g., chemistry, (industrial) engineering).2 to 5 years of experience in a technical or commercial role collaborating with various functions.High level of both written and oral communication skills in Spanish and English. Other languages will be a plus.Marketing excellence: demonstrated depth and breadth across the entire marketing discipline; able to develop broad strategies and drive operational details.Able to effectively coach and direct personnel in marketing sub-disciplines to achieve results. Ability to communicate at different levels within the organization.Microsoft Office Suite proficiency (Excel, Powerpoint).About Us:We are a multinational company with revenues of $3.65 billion, providing specialized and sustainable material solutions that transform customer challenges into opportunities, bringing new products to life for a better world. We foster a culture of trust, empowerment, and constructive feedback, providing our associates with robust development programs and various leadership workshops to allow for career growth in a variety of ways.Additional Benefits:Workplace flexibility, health and wellness programs, casual dress days, and paid time off for community service.Extensive onboarding, mentoring, and personal development opportunities with an international team of experts.
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