Area Sales Manager

SUMMARY:

Reporting directly to the Director of Sales and Marketing, the Area Sales Manager is responsible for developing new business with existing customers, actively seeking new sales opportunities, and managing a team of independent Manufacturers Representatives. In this position, the ASM serves as both an Account Manager to key accounts and Area Manager for the region. As a member of a large global sales team, the ASM coordinates efforts and strategies working closely with Customer Service Representatives, fellow ASMs, Global Key Account Managers and other Sales Professionals around the world.

As an Account Manager, the ASM is responsible for growing and managing all aspects of the business relationship with assigned national Key Accounts. This includes achieving sales and margin targets, implementation of projects from acquisition to full production, shaping and assuring customer satisfaction and loyalty, and act as the primary point of contact for the customer and coordinating efforts with Xymox and RAFI. Key Accounts are often part of larger international accounts requiring the ASM to coordinate with the Global Key Account Manager.

As an Area Manager, the ASM is responsible for finding new customers, identifying and managing new opportunities within existing customers, and growing the business within a specified region. The ASM will also manage associated independent Manufacturer's Representatives within the territory.

This position requires a positive-minded, creative, self-starting, self-sufficient person who enjoys meeting and working with people in the manufacturing environment. This individual will be successful broadening relationships that generate and strengthening business associations into true partnerships, thinking and acting globally, creating and coordinating strategies that involve all aspects of the both the customer's and RAFI's organizations including engineering, purchasing, product management, manufacturing, quality, and R&D.

As a newly added member of the RAFI Group, Xymox manufactures state-of-the-art Human Machine Interfaces (HMIs) serving leaders in the medical device, industrial control, off-highway vehicle, and commercial appliance market spaces. The successful individual thrives in the manufacturing environment where products are designed and built to make people's lives better and enjoys discussing complex technologies with sophisticated customers.

SCOPE OF RESPONSIBILITIES:

Account Manager

• Responsible for managing all aspects of key customer accounts across multiple locations through annual budgeting, monthly revenue forecasts, monthly account strategies and updates.

• Maintain relationships with key contacts in R&D, Engineering, Procurement, and Quality as well as the executive staff.

• Leverage the corporate strengths and initiatives to create account specific strategies to achieve overall sales results.

• Manage priorities and activities to assure customer demands as well as Xymox / RAFI's interests are being met and appropriately communicated.

• Determine the quantitative and qualitative potential of customers including market strengths and weaknesses, key initiatives, internal structure and work processes, cost reduction methodologies, etc

• Manage the review and signing of contracts, supplier agreement documents, scope of work documents, and similar.

• Develop annual plans for sales, meetings, marketing incentives, technology reviews.

• Negotiate prices and fees in accordance with company guidelines.

• Present customer strategies and progress to RAFI management.

Area Manager

• Find, prospect, research and qualify leads.

• Secure meetings with potential customers to introduce Xymox / RAFI and vet their qualifications and determine their interest.

• Expand relationships with existing customers to increase sales.

• Give company overview presentations to potential customers.

• Arrange and participate in Lunch & Learns meetings with customers.

• Train and motivate the Independent Reps.

• Develop annual sales and bookings budgets.

• Participate in trade shows, marketing programs to drive sales and the company's content marketing strategy.

Other

• Work closely with Customer Service, Engineering, Manufacturing, and Quality to assure world class communication, and customer satisfaction.

• Maintain detailed account updates within CRM system.

• Monitor compliance with terms and conditions of sales.

KNOWLEDGE AND EXPERIENCE:

• Bachelor's Degree (technical degree preferred or equivalent selling experience) and 5+ years of experience selling complex electromechanical systems.

• Experience working with large international global customers across several countries.

• Experience generating detailed business / marketing strategies.

• Experience presenting to upper management.

• Experience working for a manufacturer and within the manufacturing environment.

• Experience with CRM systems.

• Experience working with Manufacturers Sales Representatives.

• Experience creating presentations and presenting in front of people (online or in person).

• Comfortable traveling 40% of the time.

COMPENTENCIES:

• Ability to establish positive business relationships with all customers and identify customer needs.

• Understands technical needs of customers to facilitate explanations to appropriate departments at Xymox.

• Effective in juggling multiple priorities and tasks.

• Consistently demonstrates behaviors to get the job done.

• Able to use negotiating skills to close a sale.

PHYSICAL REQUIREMENTS:

• Travel long distance and internationally.

• Ability to rent and drive a standard passenger car.

• Operate office equipment.

PRE-EMPLOYMENT REQUIREMENTS:

Candidate must be a US citizen/Legal Permanent Resident and meet Xymox security standards as imposed by DoD, including the issuance of any necessary security clearance by the US government within a reasonable time after commencement of employment.