Area Sales Manager- Northeast HVAC /Building Materials Sales exp a must - PESNA Panasonic Eco Solutions North America

Every moment of every day, people all over the world turn to Panasonic to make their lives simpler, more enjoyable, more productive and more secure. Since our founding almost a century ago, we’ve been committed to improving peoples’ lives and making the world a better place–one customer, one business, one innovative leap at a time. Come join our journey.  

Panasonic Area Sales Manager - Northeast

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What You'll Get To Do:

The Area Sales Manager manages sales of the company’s products within a defined geographic area with a sales budget of $7-$10 million dollars. Ensures consistent, profitable growth in sales revenue through positive planning, deployment and management of manufacturer’s representatives, distributors and key customer relationships. Identifies objectives, strategies and action plans to improve short and long-term sales. Direct interaction with architects, engineers, distribution, home builders, installation contractors, and manufacturer’s representatives to develop demand and conduct training for the company’s products utilizing a technical & educational approach.

Sales Management

• Collaborates with the Regional Sales Manager in establishing sales goals and strategies to increase market share in all product lines
• Manages an assigned geographic sales area to achieve sales and profit targets
• Establishes and manages effective programs to coach, appraise and train
• Responsible for accurately developing annual, quarterly and monthly demand forecasts
• Manages independent manufacturer’s representatives and distributor relationships
• Develops specific plans to ensure growth in all of the company’s products
• Develops plans and makes proposals for promotional activities to meet the specific needs of the territory
• Provides quarterly results and productivity assessments within territories
• Coordinates proper Company resources to ensure efficient and stable sales results
• Holds regular meetings with all manufacturer’s representatives
• Reviews expenses and recommends opportunities for effective spend management

Sales Process

• Performs sales activities on major accounts and negotiates sales price and discounts in conjunction with the Regional Sales Manager
• Responsible for the development and maintenance of distribution channels within the territory under the guidelines established by the Company
• Responsible for personal visits to Builders, Architects, Engineers, Contractors and Installer targets in support of the sales plan to meet the needs of the company and region
• Assists sales team in establishing personal contact and rapport with top decision makers

• Demonstrates a thorough understanding of all Panasonic products, features, functions, and benefits
• Participates in trade shows, seminars and field events as directed

Administrative

• Maintain clear written records of all contacts and potential business in the format requested
• Submit detailed monthly sales report to the Regional Sales Manager
• Input expense reports no later than 4 weeks after the expense is incurred
• Input special pricing requests into SAP as required
• Ability to travel throughout the assigned territory as well as occasional domestic/international travel (50-60% travel requirement from your home-based office annually)

Scope:

• Reports to the Regional Sales Manager
• Maintain sales expenses within budget
• Deliver annual revenue goals

What You'll Bring:

Education & Experience: 

• Bachelor’s Degree in marketing or business studies is preferred
• 5+ years relevant experience in sales of building products required
• Technical or hands-on background in the HVAC field highly desirable
  • Alternatively, a demonstrated ability to acquire knowledge quickly is acceptable.
• Broad knowledge of distribution strategies, business reasons underlying those strategies and practical experience in tactical implementation
• Highly competent in use of a personal computer particularly MS Office with ability to acquire new skills with corporate business systems
• Able to utilize CRM program for lead generation and disbursement

Competencies:

• Strong leadership, time-management and organizations skills
• Self-Motivation and Perseverance are key skills required for this position
• Ability to communicate with all stakeholders in a timely and effective way
• Responsive to all inquiries in a timely manner
• Ability to communicate best practices to installers at both the management and direct labor levels in a way that encourages the use of the Company’s products as well as its preferred method of installation
• Communicate sales strategies and provide guidance to direct sales reports in their daily tasks

Communication Skills:

• Must possess strong presentation skills and be able to communicate professionally both verbally and in written form
• Able to articulate product features in concise, simple to understand language at all levels, from contractor and distributor, to specifying engineer and architect
• Ability to communicate best practices to installers and end users in a way that encourages the use of the Company’s products
• Demonstrated ability to prepare and deliver convincing presentations to close sales

Other Requirements:

• Lives within the assigned area to be managed with convenient access to major airport for travel. prefer Greater Philadelphia area
• Typically capable to carry 40 lbs by self
• Carry sample product and merchandising displays into and out of customer locations, carry and deliver for shipment and load/unload from car/van frequently
• Load, unload, setup custom displays for trade shows etc.
• Negotiate construction sites unaided and be able to demonstrate product installation when necessary