Area Sales Manager

This is a fully remote position, open to applicants in Ohio.

📋 Description

• Oversee sales strategy, revenue enhancement, market expansion, and sales performance within a designated multi-state region.

• Create and implement yearly and multi-year sales plans for the territory.

• Set sales objectives and establish measurable goals for both individuals and teams.

• Analyze market trends, competitive challenges, customer requirements, and emerging opportunities.

• Increase market share, nurture existing customer relationships, explore new markets, and secure recurring business.

• Assess territory performance and execute corrective measures as necessary.

• Maintain a robust, diverse, and well-structured sales pipeline.

• Set and track sales KPIs, including pipeline growth, opportunity advancement, win rates, sales cycle duration, forecast precision, and bookings.

• Provide monthly, quarterly, and annual sales projections to executive leadership.

• Conduct reviews of the sales pipeline and opportunities.

• Ensure accurate tracking of opportunities, customer interactions, forecasts, and account data within the CRM system.

• Guide, coach, mentor, and cultivate sales professionals.

• Hold one-on-one meetings, pipeline reviews, coaching sessions, and performance assessments.

• Engage in workforce planning, recruiting, interviewing, selection, onboarding, and retention efforts.

• Build relationships with key customers, strategic accounts, and senior decision-makers.

• Pursue significant commercial, industrial, institutional, municipal, utility, and other strategic opportunities.

• Create strategic account plans and assist with complex or high-value pursuits.

• Represent the company at customer meetings, industry associations, conferences, trade shows, networking events, and business development activities.

• Provide leadership and oversight for major sales endeavors from contract award to operational transition.

• Collaborate with estimating, engineering, operations, finance, legal, and internal stakeholders on customer solutions.

• Engage in pricing, proposals, pursuit strategies, contract negotiations, and resolution of commercial terms.

• Act as a liaison between sales, operations, engineering, estimating, finance, marketing, and executive leadership.

• Facilitate the transition of awarded opportunities to project execution teams.

• Communicate customer expectations, commitments, scope considerations, and relevant information internally.

• Develop knowledge of the territory including customer segments, competitors, market conditions, regulatory considerations, and industry trends.

• Serve as an executive-level representative of the company with key customers and strategic partners.

• Directly manage Sales department employees and provide leadership for sales pursuits and business development activities.

• Conduct interviews, hire, train, assign tasks, evaluate performance, reward and discipline employees, address complaints, and resolve issues.

• Perform additional duties as assigned.

⛳️ Requirements

• Bachelor's degree in Business Administration, Marketing, Engineering, Construction Management, Energy Management, or a related field preferred; or an equivalent combination of education, training, and relevant professional experience.

• At least seven (7) years of progressively responsible experience in sales, business development, account management, or related commercial roles.

• Minimum of three (3) years of experience in sales leadership or personnel management.

• Proven experience in developing and executing sales strategies across a specific geographic territory or multiple markets.

• Demonstrated success in achieving significant sales or revenue goals and building a sustainable pipeline of qualified opportunities.

• Experience managing complex, consultative, or solution-based sales with multiple stakeholders and extended sales cycles.

• Proven ability to develop and maintain relationships with executive-level customers and key decision-makers.

• Familiarity with strategic account planning, territory management, pipeline management, sales forecasting, and opportunity qualification.

• Experience leading significant sales initiatives, including customer discovery, solution development, proposal strategy, presentations, negotiations, and closing processes.

• Ability to work collaboratively with operational, technical, estimating, finance, legal, and executive teams.

• Proficient in using CRM systems to manage opportunities, sales activities, pipeline, forecasting, and performance metrics.

• Knowledge of Veregy's services and processes is essential.

• Intermediate to advanced proficiency in various operating systems and software applications, including MS Office.

• Familiarity with software applications such as Microsoft Project, Viewpoint, RS Means, Trimble Estimating, and/or other job-related tools.

• Ability to work independently and effectively manage time and workload.

• Competence in reading, analyzing, and interpreting financial reports and business, professional, and technical documents.

• Capability to respond effectively to customer and staff inquiries or complaints.

• Skill in writing presentations, articles, routine reports, proposals, and correspondence.

• Ability to perform calculations involving figures and amounts such as discounts and percentages.

• Proficient in defining problems, gathering data, establishing facts, and drawing valid conclusions.

• Ability to prioritize tasks and negotiate priorities with end users.

• Capacity to work under deadline pressure and extend hours if necessary.

• Valid driver’s license is required.

• Applicants must currently be authorized to work in the United States on a full-time basis.

🏝️ Benefits

• Competitive Compensation

• Paid Holidays

• Paid Sick Leave

• Paid Time Off

• Competitive Medical, Dental, and Vision Plans

• 401k Retirement Plan with Matching Employer Contributions (%)

• Employer Sponsored Life Insurance and AD&D Insurance

• Employer Paid Short- and Long-Term Disability Insurance

• Continued Education and Trade Certification Sponsorship (Specific Positions)

• Company Branded Trucks Provided (Specific Positions)