Area Sales Manager-ICG

Job Function

• 1. The position sells MPW services directly to potential and existing customers.
• 2. The position requires one to identify all potential customers and sell all of the services MPW has to offer that are applicable to each customer.

• 1. Use various media; identify potential customers that are consistent with the company’s market and business objective.
• 2. Identification of revenue targets and development of strategic plans for target accounts.
• 3. Identify the key decision‑maker on qualified accounts through research and personal contacts.
• 4. Achieve assigned revenue and profit forecasts.
• 5. Identify customer needs versus MPW’s business offerings.
• 6. Plan and execute sales calls and presentations to customers.
• 7. Demonstrates problem‑solving attitude to the customer and determine need satisfaction.
• 8. Work within an assigned territory to maximize the service MPW can offer through business contacts and on‑site presence.
• 9. As the territory develops: must be able to manage the territory’s new, potential, and existing customers.
• 10. Be cognizant of potential business opportunities for MPW to pursue as a company that are consistent to growth and performance objectives.
• 11. Perform other duties as directed.

• 1. Competitors – to remove competitors from a plant. The salesperson illustrates the benefits MPW can offer and the better services they can supply. They may use additional MPW resources to accomplish this.
• 2. Find new accounts – they will use various resources such as a Linked In, Google, Industrial Information Resources, or sales leads generated by the home office.
• 3. They need to work with various organizations from the plant level to corporate, also are required to work on job sites from time to time.
• 4. Complete Job Data Sheet (JDS) on jobs that you are quoting.
• 5. Complete Bids that are consistent with MPW policy and are able to be presented to the customer in a professional manner.

• 1. Associates or Bachelor's degree with an emphasis in Sales and Marketing.
• 2. Knowledge of the company, operations, and services.
• 3. Experience in sales, marketing, and pricing strategies.
• 4. Must have strong questioning skills (SPIN selling).
• 5. Must have prior experience and understanding in preparing and presenting quotes to current and potential customers.
• 6. Understanding of key Industrial processes.
• 7. Strong analytical skills with industry knowledge.
• 8. Professional oral and written communication.
• 9. Strong computer skills (Word, Excel, PowerPoint).
• 10. 5-7 years experience in outside sales preferably in an industrial environment.
• 11. Ability to establish and maintain effective relationships with customers, management, and staff.
• 12. Be flexible and adjust to a rapidly changing environment.
• 13. Excellent organization and time management skills.
• 14. Good customer service orientation.
• 15. Sales and Negotiation training/seminars.
• 16. Ability to travel up to 50% of the time and demonstrate good communication skills with Mobile/Computer devices.