Skyline Steel Birmingham , AL 35202
Home Office Position-Alabama, Tennessee, Mississippi
The Astralloy Territory Sales Manager establishes customer relationships to develop a steady flow of order inquiries. This position requires analytic skills and strategic acumen to track and follow customer sales inquiries, forecast and analyze market activity, and convert inquiries into orders.
In addition to managing relationships and sell directly to customers, the Territory Sales Manager has higher-level responsibilities to cultivate the overall customer base and manage orders to create an optimum mix of sales volume, gross profit and market share as determined by the Regional Sales Manager.
Technical sales support:
Deliver technical sales support for branded products in accordance with the company's established marketing plan.
Perform product investigations, and analyze the results. Use these results to guide the development and marketing of branded products by upgrading existing applications, developing new application design or identifying new application segments.
Account relationship management:
Initiate and supervise strategic application projects, often in close collaboration with customers.
Support and educate customers at their facilities and resolve questions or issues related to company products. Deliver reports on any actions taken, including an analysis of the technical potential, to upper management and other interested parties within the company.
Investigate claims and complaints related to branded products. Work with the relevant parties to resolve such issues quickly.
Strategic sales development and execution:
Create an overall Territory Sales Strategy for new business development, customer retention and repeat business.
Develop a deep understanding of the specific business/industry sales context, competitive environment and overall market dynamics.
Develop deep knowledge of Astralloy products and applications.
Deep understanding of Competition (companies, products and sales people)
Gather competitive intelligence, and identify potential issues and obstacles to sales.
Conduct sales forecasting to analyze high-potential accounts and help the Territory and sales team achieve its quarterly and annual sales goals.
Analyze customer needs, recommend specific solutions and identify opportunities for additional sales.
Negotiate deals for optimum profit margins, and build a business case within the customer's organization to finalize the purchase.
Develop and document sales best practices to use for sales force training and development.
Demonstrate a strong understanding of, and ensure compliance with, standard sales processes.
Work effectively across internal functions and build relationships with diverse teams of colleagues from multiple disciplines and departments, including Corporate, Operations and Customer Service.
Manage company resources effectively and uphold high standards for efficiency, professionalism and ethics.
Bachelor's degree in Business or related discipline, or equivalent experience.
3-5 years of related sales experience construction industry preferred.
Abrasion Resistant Steel experience preferred, but not necessary.
Available for significant travel.
Proficient with Microsoft Office (Word, Excel, PowerPoint, etc.)
Ideal Candidates will have the following qualities and characteristics:
Ability to develop and grow the customer base by building strong, long-term sales relationships.
High energy, outgoing self-starter; highly motivated, results-oriented, with a strong desire to succeed.
Good instincts for sales and for building relationships within customer and vendor organizations.
Emotionally mature with a strong business acumen; able to roll with the punches, strategize and improvise.
Proactive with an impatience for action; sense of urgency, ability and drive to get things done.
Ability to work independently or as part of a team.
Entrepreneurial spirit, thrives on a challenge, loves to start from scratch and reach new heights.
Comfortable prioritizing multiple tasks in a fast paced environment.
Skilled in conflict resolution; able to anticipate and prevent issues, and resolve customer complaints or claims if they arise.
Highly organized with strong abilities to track, manage and follow through on details.
Politically savvy and attuned to the dynamics of the organization.
Able to act decisively based on the best available information.
Integrity and honesty: operating with the highest ethical standards; always working in the best interests of the company and the customer.
Skyline is an EEO/AA Employer - M/F/Disabled/Vet and provides a drug free workplace.