Area Sales Manager - East Coast Region (Direct Hire) - Full-time / Part-time

Our client, a leader in the marine propulsion industry, is seeking an experienced Sales Professional to play a significant role in the growth and success of their organization in the Americas. They have retained us exclusively as we placed the Americas General Manager for them and are now seeking outstanding Sales/Business Development talent to drive and improve their already-strong results in the US New England/East Coast Area. This is a highly sought after opportunity and offers a competitive base salary, full benefits, expense account, and several other perks. This position will be based in the greater Boston area.

The ideal candidate will preferably (but not required) have a degree in mechanical or electrical engineering with experience in equipment sales to the marine industry (i.e. motors, controls, waterjets, propellers, gearboxes, etc.). Specific marine experience a plus. Candidate should have documented ability to learn a technical product.
Experience in sales of capital equipment with long sales cycles would be helpful.
Travel will be 50%+ (driving and flights as needed)
Contact me by email at devon.pack@experis.com to discuss further and feel free to pass this on to anyone who might know someone. You can also apply through the job posting as well.

POSITION SUMMARY
The Area Sales Manager (ASM) will take the lead for all sales activities in the New England/East Coast Area including both prospecting activity for large equipment sales and smaller equipment sales through the distributors in the Area. The management of the distributor and territory activities will include:

In conjunction with the Americas GM and the Corporate Marketing Manager in HQ, the ASM will develop a Distributor Partnership Plan (DPP) for each of the existing distributors in the Area
Responsibility for implementing and monitoring the Distributor Partnership Plans
Working with the Distributor Management/Ownership Team, Sales, Service and Administrative staff to ensure understanding of the objectives of the Distributor Partnership Plan and commitment to the Plan in their respective areas of responsibility
Measuring and monitoring the Distributor progress on a regular basis and report progress to the Americas GM, Global Marketing Manager and the Global Head of Sales & Marketing
Working closely with Distributor to ensure adherence to the plan

The ASM will take responsibility for the large equipment projects in the area from prospecting, to order completion, to the post order phase, and through completion. The ASM attends post order meetings with all involved suppliers and service providers in order to have complete understanding of the project requirements, and convey all necessary information to the appropriate Team Members in the Americas Region & Corporate HQ.

The ASM will vigorously negotiate with service providers and end-customers to have standard products designed into and approved in projects and be able to clearly convey internally any non-standard requirements.

Key Responsibilities

Distributor Management
Implement and manage DP Plans in accordance with the 5-year strategic plan developed for the region.
Work with distributor sales men in their region to promote sales through the distributor.
Request Area Support Manager (ASuM) visits through GM as required.

Sales
Sales forecasting for the region
Prospecting for sales opportunities in the region
Conduct adequate market research to determine the potential for new business, target specific customers and identify the competition, and incorporate into the strategic plan.
Monitor all active projects and quotations in a timely manner and report to Management.
Take responsibility for negotiating a selling price to the customer, complete with payment terms, that is acceptable to the Company.
Thoroughly understand the customer decision-making process and the customer budgeting and capital approval cycle to effectively direct sales efforts, presentations, competitive responses, and enhance forecast accuracy.
Make sales calls to end-users in the region that will not have boats built in the region.
Make sales calls to naval architects in the region.
Negotiate delivery quotations acceptable to the customer and Production Dept. in conjunction with the Area Support Manager (ASuM).
Cross-territory management through close communications with the President GM and Sales Manager

Post Sales
Follow up on initial equipment installations and work with Area Support Manager (ASuM) to build customer satisfaction, repeat orders and referrals and, when required, assist in the resolution of customers problems.
To advise the Area Support Manager (ASuM) when it is required for those to arrange technical or engineering support for the region with adequate advance notice and ensuring that the project is at the required stage for these visits.

Experis is an Equal Opportunity Employer (EOE/AA)