Area Sales Manager

Job Description

The Area Sales Manager position is responsible for providing professional and inspiring servant leadership to grow our Business Production in Northern California. In this role, the position will be responsible for Direct Sales to assigned Key Accounts, Strategic Sales opportunities, Mid-Market Commercial accounts and new clients. This role leads, manages, and oversees sales, strategy, and all operational activities for the area. It involves developing and maintaining personal contact with new and current major customers at the executive level through hands-on selling with key accounts and driving new Logos and strategies to increase revenue and market share.

• Promote a culture of teamwork.
• Achieve Installation, RMR and New Logos according to Assigned Quota through direct selling with Total Solutions strategic approach.
• Be well versed in selling Fire Alarm and Security Solutions and services, RMR and comprehensive solutions through a consultative approach.
• Focus primarily on sales in the Mid-Commercial area, with a mix of existing and new client sales.
• Lead and manage a team of sales representatives, providing guidance, coaching, and support to ensure individual and team targets are met as the team grows.
• Develop and implement sales strategies and tactics to drive business growth and increase market share.
• Foster profitability growth through definition and implementation of team-selling strategies that expand services with existing customers and/or penetrate new accounts.
• Assist with establishing and managing sales goals for Northern California and assure targets are achieved.
• Conduct sales meetings to review progress, provide feedback, and address issues or challenges.
• Build and maintain strong relationships with key clients, ensuring excellent customer satisfaction and retention.
• Sell directly to assigned high profile customers and grow revenue and net profit for the area.
• Identify new clients, business opportunities, and target markets; develop strategies to penetrate and expand into these areas through Direct Sales against established Production Quotas.
• Stay up to date with industry trends, market conditions, and competitor activities to identify potential risks and opportunities.
• Collaborate with other departments, such as marketing and product development, to ensure alignment and support for sales initiatives.
• Conduct regular performance evaluations for sales team members, provide constructive feedback, and identify areas for improvement.
• Stay informed about industry best practices and new sales techniques; train and develop the sales team accordingly.
• Ensure compliance with company policies and procedures and enforce ethical sales practices.
• Assure jobs are installed by contracted terms.
• Collaborate with Operations Teams to assure optimal workforce utilization for sales and support functions and provide input on effective staffing for current and future business needs.
• Ensure compliance with all federal and local rules and regulations applicable to the geographic area as well as company policies and procedures.
• Act as company representative and liaison to customers and local authorities to capitalize on local market opportunities.
• As a leadership role, assist operations leaders in assuring systems are serviced and inspected by contracted terms related to Sales activities.
• Motivate branch team members.
• Provide accurate reports and forecasts to management.
• Mentor and coach branch leadership team.
• Identify problems and risks as early as possible and resolve or communicate to leadership.
• Assist with achieving targets for Area P&L and KPIs.
  
  

Qualifications

• 10 years experience in commercial building fire alarm/life safety and security systems: sales management and operations management leading, motivating, and directing a team towards achieving set goals and targets.
• Strong knowledge of security and life safety industry.
• Experience selling to commercial customers and contractors, Fire and Security Solutions.
• Experience as a P&L manager with achieved results in delivering performance to budget.
• Must possess a valid drivers license free of violations.
• Must be legally authorized to work in the United States on a continual and permanent basis without company sponsorship.
• Bachelors degree in Engineering, Business Administration, Marketing or other related field, or equivalent work experience preferred.
• Deep understanding of CRM systems and best practices.
• Relevant industry certifications and/or certified sales leader professional (CSLP) or strategic sales management certification preferred.