Area Sales Manager

The Area Sales Manager is responsible for growing revenue within a defined set of strategic accounts, while supporting sales planning, budgeting, and performance analysis. This onsite role in Winchester, VA also includes technical advising and participation in key distributorship activities across the customer lifecycle.

Key Responsibilities

• Manage a customer portfolio to optimize profitability, cash flow, investments, and receivables
• Implement sales and marketing strategies designed to drive account growth
• Review sales results against goals and budgets, and develop correction plans when performance is below target
• Support achievement of the Company Balanced Scorecard metrics and other key performance indicators
• Evaluate proposed lubrication capital expenditures using standard economic analysis methods
• Identify and route new business leads to the appropriate Business Development Manager
• Assess gaps in customers’ Strategic Account Plans and provide solutions
• Maintain regular attendance and follow designated safety practices
• Complete other duties as required
• Prepare and present marketing strategies, plans, progress reports, and results to management
• Define and document sales goals, budgets, and action plans
• Ensure professional, effective written and verbal communication with customers, suppliers, vendors, and co-workers
• Provide timely administrative responses to the Director of Sales and others in the organization
• Provide thorough and timely sales forecasts and updates on customer requirements, order cycles, and safety stock
• Adjust sales presentation content based on customer type and needs
• Coordinate with other divisions to support exceptional customer service, business growth, and internal efficiencies
• Oversee selection and performance of lubricants and lubrication equipment
• Recommend optimal lubricants to meet or exceed criteria including cost, wear, quality, and safety
• Maintain client relationships through support, information sharing, guidance, research of new opportunities, and recommendations for profit and service improvements
• Conduct customer meetings in an ethical, professional, and efficient manner
• Respond promptly to customer inquiries and proposals, and follow through to ensure satisfaction
• Present and execute Strategic Account Plans with customers
• Complete required site and customer visits
• Monitor customer satisfaction and address complaints by correcting or improving processes and mitigating dissatisfaction
• Attend training to develop technical and soft skills, and complete training required for regulatory compliance and company guidelines
• Continue building professional and technical knowledge through workshops, publications, networking, benchmarking, and professional societies
• Support team development by answering technical and procedural questions, teaching improved processes, and mentoring team members
• Understand product specifications and lubrication procedures consistent with best practices
• Follow all Wallis Companies safety policies and report safety incidents to a supervisor immediately
• Provide technical assistance to house accounts as needed
• Know and demonstrate proper and safe equipment handling and operating techniques
• Identify product improvements or new products by tracking industry trends, market activity, and competitors
• Monitor competition by gathering marketplace information on pricing, products, new products, delivery schedules, and merchandising techniques

Requirements

• Required: Equivalent to a high school diploma
• Required: At least 3 years of experience in sales or related field
• Ability to read, write, speak, and understand English for effective communication with managers, clients, customers, and the general public
• Ability to execute the sales process and drive sales
• Extraordinary interpersonal skills and ability to develop relationships
• Ability to recognize and take action on opportunities for account growth
• Exceptional verbal and written communication skills
• Use of questioning and listening skills, along with good follow-up
• Ability to manage time effectively, handle multiple priorities, and work with a sense of urgency
• Use innovative and creative thinking to identify solutions and opportunities
• Appreciation for teamwork, with ability to work independently
• Focus on safety and accident prevention
• Required: Basic computer skills and proficiency with Microsoft Office and telephone
• Preferred: Experience with copy/print/fax machine
• Required: Valid driver’s license
• Must be able to read a computer screen and reports
• Must be able to perform work at a desk and on a computer
• Must be able to input electronic data, manipulate paper, and use the phone system
• Must be able to communicate in person and via telephone system
• Visits to other locations; office and warehouse atmosphere

Technology

• Microsoft Office
• Telephone
• Copy/print/fax machine

Benefits

• Medical Insurance
• Eligible first of the month after 60 days of full-time employment
• Company-paid Life and AD&D Insurance
• Dental and Vision Insurance options
• Supplemental Life, Critical Illness, and Short-Term Disability coverage
• Flexible Spending Accounts (FSA) for medical and dependent care expenses
• 401(k) Retirement Plan with company matching contributions
• Weekly payroll with direct deposit
• Employee discounts, referral incentives, bereavement pay, and jury duty pay
• Bonus opportunities based on role eligibility
• Paid Time Off
• Holiday Time Off

Supervisory Responsibilities

This position has no direct reports.

Location

828 Smithfield Avenue, Winchester, VA 22601

Disclaimer

This job description does not state or imply that the listed duties are the only duties to be performed. Employees may be required to follow other job-related instructions and perform other job-related duties as requested, subject to all applicable state and federal laws. Wallis Companies reserves the right to change job descriptions as needed with or without notice. Certain functions described may be modified to comply with applicable laws. This description does not establish a contract for employment.