Area Sales Manager

At Dura-Line, an Orbia business, we create solutions that better connect people and information across the globe. We are the leading manufacturer and distributor of telecommunications conduit, cable-in-conduit and other high-density polyethylene (HDPE) and connectivity infrastructure solutions that serve telecommunications, transportation and network electrical markets.

 

Dura-Line is hiring a Area Sales Manager for the western US that will be responsible for giving sales presentations either in person or virtually, working in the field on installations, working with the team on projects, and answering customer questions. This team member will work closely with District Managers, Accessories Global Business Leader, Product Managers, and develop strategy & plans for accessories product portfolio and growth initiatives within US & CAN.

 

DUTIES AND RESPONSIBILITIES

• Creating/developing strategic and tactical plans to meet/exceed sales targets withing their geographical area
• Manage pricing strategy for quoting for alignment with company profitability objectives
• Work with ISR’s, CSR’s, TSM’s, and distributors to create action plans/tactics to drive sales growth in their area
• Review channel, market, distributor networks and other avenues for optimizing existing programs/tactics and finding new business opportunities
• Business relationship development/management
•  This person must lead through influence, driving Accessories  and share growth for accounts managed by Territory Sales Managers.
• Responsible for launching and driving growth of new accessories  products in their areas (Includes teaching sales team,  customer presentations and training)
• Leverage support organizations including Marketing, Inside sales, Product Management, Solution Architect, and other sales colleagues and channels to funnel pipeline into the assigned territory
• Work strategically to understand the customers business and provide them with new and different ways to push their thinking and provide with market differentiation
• Working with different manufacturing reps in the area; providing support in different areas as needed; assisting with presentations
• Technical subject matter expert for accessories products to drive growth in the budget
• Develop and maintain relationships with distributors, contractors, end users/owners and engineering firms.​
• Utilize salesforce.com for analytics, account planning, project planning, forecasting.
• Provide feedback on competition, market trends and pricing levels and identify products or solutions to expand our portfolio to deliver more value to your customers​
• Become an expert in selling the value of microduct solutions and be able to teach team how to sell each of our micro products
• Be a technical resource for fiber cable applications and microduct
• Works closely to develop new customers and target select markets and applications for microduct solutions.
• SalesForce

 

SKILLS AND/OR EXPERIENCE REQUIREMENTS

 

• 5-8+ years on engineer, technical Sales, business development Experience
• 8-10+ years professional industry experience; construction, fiber/conduit, telecom, datacom accessories  industry experience
• At least 5 years experience in telecommunications
• MUST know Fiber, FTTH, OSP/ISP, have hands on experience in fiber optic infrastructure, installation, conduit.
• Working with multi-level teams of cross functional employees (commercial, technical, operational aspects)
• Work with application engineer to provide customer appropriate technical support at after sale stage.
• Work with application engineer to provide technical/commercial proposal to customer based on request from customer their real needs or quick feasibility test results;
• Looking out – Proactively looking outside of our business and industry, to keep up to date on trends, changes, in the external environment
• Managing/directing and integrating activities with commercial team
• Managing sales activities- daily/monthly/annual (quotes, RFQ/RFP, day to day sales activities, opportunity management, pricing, customer presentation/packet, lead creation, relation management, client visits)
• Strong analytical thinking, high level of problem solving, attention to detail, planning/organizational and process improvement skills
• Needs to be able to figure out how to get things done and deliver, needs little direction.
• Excellent oral & written communication and presentation skills- developing storytelling presentations & deliveries
• Internal & External Customer Relationship Management
• Transfer of technical knowledge
• Relationship salesperson who may bring a network of industry