Area Sales Manager...

SUMMARY OF ROLE

Generate sales growth for the company's broad portfolio of variable frequency drives, servo systems, motors, and services to meet booking goals for customers served directly and through distribution by this position. Role is the forward prospecting position of the company, with heavy emphasis on identifying, engaging, and winning new customers – the 'hunters' of the Company.

The territory for this role includes but is not strictly limited to the following states within Mexico :

1. Nuevo León

2. Coahuila

3. Tamaulipas

4. Chihuahua

SPECIFIC JOB RESPONSIBILITIES

1. Develop and maintain a sales plan for assigned territory accounts whether they are distributor headquarters, branches, OEMS or System Integrators, 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.

2. 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 territory growth strategy. Conduct joint-prospecting sessions with Channel partners, helping to 'Hunt' and leverage the channel to 'farm' opportunities.

3. Develop and maintain proficiency in Company CRM System (Salesforce); create and maintain up-to-date project opportunity pipelines to adequate levels to support close rate and quarterly / annual targets

Job Description

BUSINESS UNIT Nidec Motor Corp. dba Control Techniques JOB TITLE Area Sales Manager (ASM), Mexico – Northeast LOCATION [Remote, within Mexico] REPORTS TO (Title) Direct : Regional Sales Director (RSD)

a. Maintain knowledge and tracking of OEM and end user accounts in CRM 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.

4. Prepare monthly sales forecast and target account pipeline updates for assigned accounts; provide timely updates to forecast changes to Regional Sales Director

5. Pipeline and KPI's 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 Regional Sales Director

6. Provide on-time Weekly Reports per Regional template, submitted to RSD, including weekly updates to Month Forecast KPI's, key actions from current week, and key areas of focus for next week.

7. Develop territorial level new product sales strategy, and customer (distribution network) tactics to penetrate market in the assigned region.

a. Communicate S&OE forecasts for products and work directly with Product Management on requirements to launch and support products in market.

8. Conduct periodical travel throughout the assigned region to conduct presential customer visits and execute on pre-planned new accounts (channels and OEM / End-Users) to grow new business and achieve bookings and sales goals.

9. 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).

10. Be able to demonstrate company standard demo equipment and train customers in applications, features and benefits of products including the distinctive selling points to market competitors.

11. Aggressively follow up on all leads and enter the results in the company's CRM system.

12. Conduct daily sales appointments (both on site and remote) to existing and prospective customers to promote Control Techniques and KB Electronics drives as well as Control Techniques Motion Control solutions, documenting in Salesforce to achieve monthly and annual customer engagement KPI's

13. 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.

14. Support assigned distributors with joint sales calls and training to amplify efforts and drive growth in the territory. This includes 'sales training' on HOW TO sell Control Techniques' portfolio items and not necessarily commissioning of products.

15. Keep current on all Company products from a technical, application, pricing, and selling benefits standpoint.

16. Demonstrate good judgment and adeptness at analyzing facts, problem solving, decision-making and communication skills.

17. Generate and present to customers written quotations and proposals for the Company's products and services following current pricing and sales policies.

18. Assist with sponsored trade shows as requested.

19. Learn and follow current company sales processes including sales policies.

20. Join and remain in good standing as a member of any professional organization that represents a significant industry the company serves.

CUSTOMER AND TRAVEL REQUIREMENTS

Customers

• Interaction with direct customers (distributors, system integrator OEMs, etc.)
• Interaction with indirect customers with distributor participation in all steps of the sales process.

Travel

REQUIRED QUALIFICATIONS AND EXPERIENCE

Education and Qualifications

Languages