Area Sales Manager

SUMMARY

Responsible for promoting and selling Hoshizaki products through a base of reseller partners and users such as food service equipment dealers, service contractors, institutional accounts, chain accounts, and all new business opportunities.

 

KEY PERFORMANCE INDICATORS (KPIs)

• Total Territory Sales vs. Budget
• A Key sales activity metric vs. Goal (Example… 4 dealer training events per month)
• Individual product unit sales vs. budget or goal (Example 50 reach in unit sales per month).
• Engagement of CRM system and completion of monthly forecasting, resulting in an accuracy of a minimum of +/- 20% vs. actual shipments.

 

ESSENTIAL FUNCTIONS  

• Achieves sales territory goals assigned each year to support total company sales target.
• Supports Hoshizaki business partners throughout the sales process in all sales-oriented activities, including marketing, advertising, sales promotions, and sales product training to achieve sales targets.
• Utilizes technology platforms including SETVI, CRM, and Microsoft Office Suite to enhance the customer experience and improve efficiency for Hoshizaki.
• Plans weekly schedule in advance to maximize customer visits and prepares to maximize results.
• Achieves sales objectives per Mid Term Business Plan (MTBP).
• Creates demand at dealer level / pull through.
• Supports and trains dealer sales reps.
• Supports and trains independent distributor staff (where applicable).
• Supports and trains independent rep staff (where applicable).
• Delivers accurate and on time reports to the Regional Sales Director (RSD).

EDUCATION & EXPERIENCE

• Bachelor’s degree and 1 to 2 years of successful selling experience.
• Proven track record for consistently meeting or exceeding financial and/or other quantitative targets, as well as qualitative goals.

KNOWLEDGE & SKILLS

• Strong selling skills.
• Excellent business and relationship development skills.
• Exceptional ability to overcome objections and close business.
• Excellent written and verbal communication skills; strong presentation skills.
• Exceptional time management and organization skills.
• Proficiency in pipeline management and accurate forecasting.
• Effective negotiation and adaptation techniques in order to maintain and grow current business.
• Self-motivated and able to thrive in a results-driven environment.
• Understanding of economic development awareness in the local market as it relates to our business.
• Ability and desire to grow Hoshizaki business.
• Critical thinking and problem-solving skills.
• Ability to prioritize among competing tasks.
• Natural relationship building skills with integrity, reliability, and maturity.

Travel required within the assigned territory for customer visits, training sessions, and technical support activities.

Qualifications

EDUCATION & EXPERIENCE

• Bachelor's degree required. Master’s degree preferred
• Minimum 5 years in roles in food service industry and at least Director-level responsibility
• Experience with “strategic” accounts is preferred (chains, institutions, consultants)

KNOWLEDGE & SKILLS

• Strong analytic capability in using data to navigate strategy and results
• Ability to consistently demonstrate sound judgment in decision making
• Excellent interpersonal skills and ability to deal positively with conflict
• Efficient and effective time management and organizational skills
• Demonstrated ability to communicate at all levels and across all functions of Hoshizaki and represent the enterprise effectively with customer and strategic partner organizations
• Has a solutions mindset that addresses problems facing complex business situations
• Proficiency in using Microsoft Office applications.
• Can be remote
• Ability to travel 20%