Manage a Geographical Region
Area sales managers oversee sales operations over a given geographical area. The size of the area will depend on the size of the company and the client density in the area. Area sales managers typically report to a sales director or regional manager who manages several area sales managers. Some area sales managers are responsible for assigning sales territories for their subordinates.
Area sales managers generally have several team members (Relationship Managers). These can be sales executives, or other managers, each with their own staffs. An area sales manager is responsible for the training and development of all his direct reports. If any of an area sales manager's subordinates fails to perform as the company requires, the area manager must conduct disciplinary procedures.
Target and Acquire New Business
In our company, area sales managers are responsible for the creation of new business. Area sales managers must prospect, or search out potential business, then qualify any leads that they prospected and sell products to qualified customers. In some companies, area sales managers must conduct sales presentations and are the point of contact for customers with questions or account issues.
Analyze Sales Data
Area sales managers must be able to collect and analyze sales data for their area to better understand how to maximize sales. Area sales managers must use the collected data to forecast sales numbers in order to maintain an acceptable amount of inventory. Area sales managers have to be able to report their sales data and its significance to their superiors.
Coordinate Inter-Department Collaboration.
Meet Monthly Sales Metrics
Area sales managers have to attain or exceed monthly sales quotas. In addition to sales quotas, area sales managers may be responsible for a host of sales and customer service metrics. Area sales managers are also responsible for setting the quotas and metrics for their subordinates.
Handle Customer Escalations
Area sales managers may be directly responsible for handling key accounts, but they can also be required to get involved with any customer who has an issue. Customers who have registered complaints with the area sales manager's subordinates and who have not been placated may need to be contacted by the area sales manager to resolve their issue.
At ShurrFinancial, it is easy for different divisions to remain segregated and have little contact with each other. Area sales managers must be able to recognize when inter-departmental collaboration will benefit both departments. Area sales managers are responsible for communicating with managers in other divisions and coordinating any collaboration.
- Preferred Qualifications:
- English Speaking
- Bi-lingual a plus but not necessary
- Experience in closing one-call deals preferred
- The ability to network and cold-call is also helpful
Key responsibilities of this position include presenting products and services to merchants, closing deals via pre-set appointments, ensuring properly written contracts, and continuous contact with sales management. Successful sales people in this organization run all pre-set and canvassed appointments, are adept at working referral business, and are great at networking.