Job Summary:

• The Area Sales Manager (ASM) is responsible for driving sales growth within their assigned territory by actively managing the full sales cycle from initial lead qualification through to closing and maintaining strong relationships with clients. This role requires a strong understanding of the sales process, excellent communication and presentation skills, the ability to identify and address client needs with tailored solutions, and a proactive approach to achieving sales targets, leveraging the support of the Sales Support team for administrative and proposal-related tasks.

Main Functions:

Lead Qualification and Opportunity Development:

• Proactively identify and qualify potential clients within their assigned territory based on established criteria (Need, Budget, Authority, Timeline - NBAT).
• Develop a strong understanding of prospect business challenges and opportunities through effective questioning and rapport-building.
• Maintain a healthy sales pipeline of qualified opportunities within the CRM system.

Solution Positioning and Presentation:

• Clearly and effectively position our products/services to address identified client needs and highlight our unique value proposition.
• Develop and deliver compelling presentations and demonstrations that resonate with the specific requirements and context of clients.
• Address client questions and objections professionally and persuasively.

Proposal Development and Negotiation (with Sales Support):

• Collaborate with the Sales Support team to develop accurate and compelling proposals that outline tailored solutions, pricing, and terms.
• Present and effectively communicate the value of the proposed solutions to clients.
• Lead and navigate the negotiation process to reach mutually beneficial agreements and close sales deals.

Closing and Account Relationship Management:

• Successfully close sales deals and ensure all necessary documentation is completed accurately.
• Build and maintain strong, long-term relationships with clients within their assigned territory, acting as their primary point of contact.
• Proactively engage with clients to understand their ongoing needs and identify opportunities for upselling or cross-selling.
• Address client inquiries and concerns promptly and effectively, ensuring a high level of customer satisfaction.

Territory Management and Market Awareness:

• Develop and execute a strategic territory plan to maximize sales opportunities.
• Maintain a strong understanding of the local business landscape, including key industries, competitors, and market trends.
• Identify and capitalize on local networking opportunities to build relationships and generate leads.

Reporting and CRM Management (with Sales Support):

• Maintain accurate and up-to-date records of all sales activities, client interactions, and opportunity progress within the CRM system (with Sales Support assisting with data entry where appropriate).
• Provide regular reports on sales activities, pipeline status, and revenue forecasts to the Sales Manager.
• Collaborate with Sales Support to ensure efficient administrative processes and accurate documentation.

Minimum Qualifications:

• Bachelor’s degree in Business Administration, Engineering, Sales, or any related field. 
• Proven experience in a direct sales role, with a demonstrable track record of successfully managing the full sales cycle from qualification to close, preferably within the local market.
• Strong understanding of solution selling principles and the ability to effectively position value.
• Excellent communication, presentation, and interpersonal skills, tailored for engaging with clients in diverse business environments within the assigned territory.
• Strong negotiation and closing skills with a results-oriented mindset.
• Ability to build and maintain strong, long-term relationships with clients.
• Proficiency in using CRM systems for managing leads, opportunities, and sales activities.
• Strong organizational and time management skills to effectively manage a sales territory.
• Familiarity with the local business landscape and market dynamics is essential