Area Sales Manager

Columbus McKinnon Corporation; United States; Remote; USD 90,000 - 130,000; Full time

Job summary

Columbus McKinnon Corporation seeks an Area Sales Manager to develop trusted relationships with existing customers and drive sales growth across the territory. You will visit end users and distributors, provide technical product knowledge, and craft quotations to meet specifications.

Responsibilities include meeting sales goals, expanding market share, coaching distributor staff, and maintaining market intelligence.

Qualifications

• Bachelor’s degree or equivalent experience required.
• 5+ years of sales experience with mechanical products.
• Valid driver’s license and passport required.
• Must reside in assigned territory: OR, CA, NV, ID, MT, WY, UT, CO, AZ, AK, HI.
• 50% travel within the assigned territory.

Responsibilities

• Develop and maintain positive sales relationships with existing customers and end users.
• Ensure sales goals are met in the assigned territory and grow market share.
• Act as a technical resource, providing product information and resolving inquiries.
• Provide product/applications recommendations for project specifications.
• Differentiate products from competition using product and other factors.
• Conduct end-user site visits and work in crane/platform environments.
• Coach distribution personnel and evaluate their competency.
• Provide product category and vertical market expertise.
• Identify relationships within key end users, OEMs, and vertical markets.
• Develop customer quotations and review against requirements.
• Provide voice of customer feedback and market information.
• Formulate business plans to grow sales territory and market share.
• Forecast and track key account metrics in support of growth.
• Use sales tools, reports, data sources, and CRM for daily activity.
• Qualify and guide timely closure of sales leads.
• Collect and report trends of competitors and customer feedback.
• Seek personal training to maintain technical competency.
• Perform other duties as assigned by Sales Leadership.

Skills

Sales experience

Communication

Product knowledge

Blueprint reading

Education

Bachelor's degree or equivalent experience

Tools

Driver's license

Passport

Job description

Select how often (in days) to receive an alert:

The Area Sales Manager will provide best-in-class service to our established customers by developing trusted relationships, taking an active role in business development, and managing the territory’s distributor and customer network for sales growth.

Essential Duties and Responsibilities

• Develop and maintain positive sales relationships with existing customers and end users and visit potential new customers and end users to generate product interest and sell the company's products.
• Ensure the company's sales goals are met in the assigned product in the assigned territory, to include retaining and/or increasing market share, and sales and profit volumes.
• Act as a technical resource to customers providing technical information regarding products and product applications and helping to address and resolve inquiries and problems regarding company products.
• Responsible for providing product / application recommendations for project specifications.
• Differentiate linear products and services from competition utilizing product and non-product factors, through both formal and informal scenarios.
• Conduct end user site visits (with or without the distributor), and show willingness to work within environments where our products are used – plants, outdoor applications, climbing onto crane platforms or scaffolding, etc.
• Takes an active role in coaching distribution personnel and evaluating their competency in the support of all linear products, and services.
• Responsible for providing product category and/or vertical market expertise.
• Identify and maintain relationships within key end users, OEMs and/or vertical markets of linear motion.
• Develop customer quotations as needed, and review vs application requirements to ensure accuracy and effectiveness in meeting customer needs.
• Provide relevant voice of customer feedback, and market specific information and maintain organizational alignment to the customer’s needs.
• Formulate business plans and strategies to manage and grow sales territory and mitigate conflict and grow overall vertical and end user market share.
• Forecast and track key account metrics in support of growth.
• Utilize all available sales tools, reports, data sources, and CRM to manage daily activity and provide required sales opportunity and forecasting input.
• Responsible for qualifying and guiding timely closure of sales leads.
• Collect and report trends and strategies of competitors, and ongoing customer feedback to Sales Management.
• Actively seek out and participate in both formal and informal personal training opportunities, to maintain technical competency and remain current in technology and industry changes.
• Perform other duties, tasks, and responsibilities as assigned by Sales Leadership.

Knowledge, Skills, Competencies, and Abilities

• Maintain, exhibit, and promote Columbus McKinnon’s Core Values.
• Maintain technical competency and remain current in technology and changes in the industry.
• While performing the duties of this job, the employee is occasionally exposed to wet and/or humid conditions; moving mechanical parts; high, precarious places including cranes over 90 ft high; outside weather conditions; and vibration.
• Must be able to effectively communicate in both oral and written form; positively exchanging ideas, information, feedback, and directions.
• Respects, understand and is sensitive to the diverse communication styles of various people/groups within different situations.
• Ability to read, analyze, and interpret general business periodicals, professional journals, technical procedures, customer specifications, blueprints and schematics, or governmental regulations. Ability to prepare reports, quotes, and business correspondence.
• Ability to effectively present information and respond to questions from managers, customers, and other employees of the organization. Ability to negotiate sales contracts favorable to the organization.

Required Qualifications

• Bachelor’s degree in a job-related major preferred or equivalent experience required.
• 5+ years of sales experience with selling mechanical products preferred.
• Valid driver’s license and passport required.
• Must reside in assigned territory (Oregon, California, Nevada, Idaho, Montana, Wyoming, Utah, Colorado, Arizona, Alaska, and Hawaii).
• 50% travel within the assigned territory.

Columbus McKinnon is a leading worldwide designer, manufacturer and marketer of intelligent motion solutions that move the world forward and improve lives by efficiently and ergonomically moving, lifting, positioning and securing materials. Key products include hoists, crane components, precision conveyor systems, rigging tools, light rail workstations and digital power and motion control systems. We are focused on commercial and industrial applications that require the safety and quality provided by our superior design and engineering know-how. Columbus McKinnon is a publicly traded company that has been in business for almost 150 years – proud of our heritage, where we come from, and where we’re going. As Columbus McKinnon grows globally, so does our need for driven and inspired employees. Join our winning team!

Columbus McKinnon Corporation promotes a diverse and inclusive workforce and is an Equal Opportunity Employer that does not discriminate against employees or applicants for employment on the basis of race, color, national origin, ancestry, age, religion, sex, gender, gender identity, gender expression, sexual orientation, physical or mental disability, medical condition, genetic information, military or veteran status, marital status, or any other Federal or State legally-protected classes. We also value the safety of all associates and work hard to maintain a Drug Free Workplace.

@ 2024 Columbus McKinnon Corporation. All Rights Reserved.