Area Sales Manager - Specialty Rental (ASM - Outside Salesperson) - Columbia, SC

About the position

We are looking for an Area Sales Manager (ASM, Outside Salesperson) to join our organization that will develop business with focus on increasing revenues and growing market share; increase profitability and customer base by selling value and securing existing customers. The ASM will regularly visit customers at job sites, business offices, to identify and create rental service and sales opportunities; Create a long-term partnership with the key accounts to ensure customer satisfaction. Handles customer service issues in the field and negotiates rental contracts. Develops a thorough understanding of the market conditions (e.g. current customers, competitors, opportunities) for the assigned territory, develops and executes a strategy to achieve revenue goals. This position is responsible for the full customer journey (understand customer needs and pain points, opportunity qualification, design the unique solution, prepare quotation, follow up, negotiation, installation, customer experience/satisfaction, and payment -AR).

Responsibilities

• Promotes products to achieve assigned rental and sales revenue goals, preparing presentations and 4-panel focus on customer needs and pain points
• Conducts business and territory analysis (SWOT), using tools like ZoomInfo, IIR, and PGA enabling appropriate allocation of time to accounts and customers
• Develops a thorough understanding of the market conditions and business issues including competitive activity, prospective customers, and market trends, through primary and secondary information sources for the assigned territory
• Follows the Sales Process, has full control on your SMART agenda and sales KPIs, such as opportunity, forecast, pipeline, and win/lost analysis, hit rate, keeping SalesForce updated with quality information
• Develops and executes a business plan, understanding companies' goals and strategies in order to prepare your SMART Objectives, and Tactics (GOST) to achieve revenue goals, as directed by management
• Develops and implements strategies to gain access, gain rental contracts, and pulls through business at targeted accounts
• Develops rapport with key decision-makers at accounts and end users at job sites within territory
• Works with operations and other ASMs, maintaining good communication to help and direct, as necessary, customer service activities and assists in handling difficult issues
• Collaborates and works as a team with other Atlas Copco divisions/business areas in other to support the group goal, find and convert new business
• May assist in collecting customer accounts
• May assist in familiarizing and training customer on equipment, making sure they know how to operate the equipment properly to avoid/reduce downtime and service calls
• Implements, sustains, and develops quality process improvements that focus on safety, financials, operations, and customer service
• Sources, calls on, and rents not only equipment but a full solution to customers within assigned territory

Requirements

• Minimum of three years of industrial sales experience, with demonstrated successful sales experience in industrial equipment/service like air compressors, nitrogen generators, steam generators, or a related field preferred
• Familiar with SalesForce/CRM, PDCA, and account management
• Education Requirements: Preferred Bachelor of Science Degree, in Engineering or Technical field of study, with business, customer service, or sales experience; Alternatively, bachelor's degree in business, or similar, with industry-related experience working with technical sales or business

Nice-to-haves

• Sales and marketing workshops, seminars, and training a plus

Benefits

• Medical/dental/vision coverage
• Life insurance
• Short/Long-term disability
• Matching 401K
• Generous paid holidays and vacation