Area Manager

- Responsibilities:

• Achieves annual sales targets by working with the District Manager, Strategic Account Manager, and Key Account Manager to establish selling strategy and tactics. Obtains orders and establishes new accounts; plans and organizes daily work; calls on existing and potential sales customers. Analyses customer needs, requirements, and strategic plans recommending solutions with Company programs. Keeps management informed through regular activity reports and communications.
• Focuses on customer retention and improving customer satisfaction through excellence in the application of the Six Service Standards and customer feedback surveys.
• Manages the sales order process from order acceptance to delivery in a timely and professional manner; coordinates with marketing pricing. Manages customer contracts by verifying supplied products and contractual service levels. Provides technical support to customers; identifying and resolving customer complaints, escalating as required.
• Adds customer value by acting as business consultant to customers’ key management; developing a thorough understanding of customer’s business, mission, strategy, operational issues; advising customers on best product mixes to accomplish their objectives; recommending customer discounts, custom solutions, and/or special considerations. Documents value offered and delivered to the customer in clear, customer accepted financial terms.
• In co-ordination with the District Manager, Strategic Account Manager, and Account Manager, achieves penetration of targeted new business opportunities through application of professional selling skills and sales planning techniques
• Develop sales plans and strategy for active and potential pursuits. Coach sales personnel in proposal development by identifying proposal themes and “selling points” and preparing various components such as executive summaries.
• Recommends changes in products, service, and policy by evaluating product results and competitive developments; communicating customer requirements not currently offered by Company to Marketing.
• Builds effective customer relationships through effective business calls and customer entertainment at all levels of the plant organization.
• Assists Industry Technical Marketers by providing ongoing information regarding customer trends, issues, and requests related to products/applications/systems.
• Contributes to team efforts by accomplishing related results in a cooperative and supportive manner; participating in team sales calls, proposal development, pricing presentations, consultative selling techniques, and order closing strategies; representing region at trade shows and customer postal counsels.
• Maintains professional and technical knowledge by attending educational workshops; reviewing professional publications; establishing personal networks, participating in professional societies.
• Supports and is committed to Nalco's Quality Improvement Process and the guiding principles of Responsible Care®, and its six Codes of Management Practice.

- Performance Indicators:

• District incidents and identified safety improvements
• Team compliance with safety policies and training completion
• Area Sales vs target and vs last year; gross margin vs target and vs last year
• Quality of analysis and documented prioritized action plan
• New program sales and penetration
• Price increases realized and district service level commitments met for area
• Contract compliance
• Customer and district profitability by maintaining area profitability
• Quality of district business review documentation; customer feedback
• Customer retention
• Number of contacts within customer; frequency of interaction
• Number and quality of initiatives identified and agreed with customer
• Quality of value documentation
• Project results
• District my Service compliance; quality of reporting & recommendations
• PP+D plans for the direct reports (quantity, quality, achievement of objectives)
• Achievement of district engagement plan objectives
• Training completion
• Clarity of differentiated value in customer offer
• Trial and conversion success rates
• Properly documented and appropriately communicated plan
• Total potential district prospects identified; quality of pipeline N180, N90 & N30

- Talent Management & Development:

Monitors the group’s processes and results to examine quality and efficiency issues that become targets for improvement. Coaches the work group to evaluate and improve the quality of its work. Holds others accountable to identify and remove obstacles that negatively affect quality. Establishes measures to track quality. Focuses energy of the team on the most critical areas/processes that need to be improved. Minimizes barriers and blockages to accomplishing the team’s work.

- Communication:

Builds rapport and relationships while dealing with the issues at hand. Asks probing questions, restates ideas and uses other active listening techniques to ensure understanding. Clearly articulates information. Gives credible/persuasive presentations in a variety of settings. Adapts communications to the audience’s level/needs/style/culture. Proactively keeps people up to date on issues that affect them.

- Account Prospecting – in conjunction with CAM/BDM
• Gain new business through focused and targeted prospecting, industry networking, and partnership with internal sales and support teams
• Manage customer proposal, trials, contract negotiations and deal closure processes in partnership with field and/or corporate accounts team
• Maintain and drive action on prospect list for district

- Achievement:

Sets a persuasive example in pushing self for results. Helps others recognize and focus on required critical results. Coaches others to use resources to accomplish tasks to “work smarter, not harder.” Makes decisions that favor team productivity in ambiguous circumstances. Overcomes obstacles affecting the team’s work.
Leads efforts to measure the team’s work and builds support for them.
Motivates others to exceed standards.

- Competencies/Personal Characteristics
• Decision Quality
• Managerial Courage
• Motivating others
• Planning & Organizing

Preferred:
• Water Care experience
• Previous team management experience
Possess a willingness and ability to work various hours and travel if required.

Required:
• 4+ years successful direct sales experience, or equivalent combination of education and experience.
• Possesses knowledge and skill level of Senior Account Manager position and demonstrates exemplary sales account management skills. Capability to plan effectively and to Sound commercial sales and service experience, with a proven ability to achieve sales targets.
• Prior experience in the Water Treatment industry, especially in the areas of waste water, reverse osmosis and/or filtration, is highly advantageous.
• Relevant tertiary education is considered favorable, but not essential.
• Strong communication skills with an aptitude to build strong professional relationships with customers in a wide range of capacities.
• Demonstrated customer focus with a commitment to proving quality and value added service.
• Self-motivated with exceptional organisation skills and the ability to work independently.
• An aptitude for hands on work, with a mechanical mindset and the ability to apply strong analytical and troubleshooting skills.
• Possess a willingness to learn through new experiences and opportunities.
• Demonstrate exemplary Leadership skills

- Competitive salary and bonus
- Social insurance, health insurance, unemployment insurance according to Labor Laws
- Opportunities to be trained in the professional environment to maximize your potential

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