Area Sales Manager LPC

PURPOSE OF POSITION

• Lead the sustainable growth (order intake, market share, and profitability) for your respective sales teams in
  identified geographic markets thru strategy development for MUST WINS, early engagement with all buying
  influences, competitive differentiation, and superior selling.
• Recruit, develop/coach, and organize high-performing sales professionals to deploy local market plans that
  increase our participation rate, expand our relationship with ideal customers, and create demand within defined
  vertical markets.
• Develop new markets thru short-term/long-term plans to staff up, nurture customer relationships and establish a
  foothold; be the 'face of Schindler' to new customers for LPC.
• Envision LPC sales vision with a focus on the future team structure, markets, and approaches.

Business Development Tasks

• Provide insight and guidance into sale strategy development to drive Large Project order intake (OiT).
• Collaborate with internal departments, such as marketing, engineering, and operations to empower and enable
  the success of sales teams in demonstrating competitive differentiation and creating winning strategies.
• Seek out and research market trends and early project developments, with new and existing customers, to
  support the sales team's pipeline development.
• Source, analyze, communicate, and apply competitive data for competitive advantage to the sales team.
• Create territory/vertical market plans to grow market share in identified geographic locations by smartly
  deploying sales resources.
• Manage and nurture relationships with new and existing owners, developers, consultants, general contractors,
  and partners with a focus on executive leaders, stakeholders, and influencers.
• Develop and maintain an active professional network of sellers that can serve as prospective candidates for
  new sales hires.

Sales Tasks

• Meet and/or exceed assigned sales objectives.
• Master utilization of CRM platform for the management plans, pipeline, and sale activity

Sales Management Tasks

• Meet and/or exceed assigned sales team objectives.
• Master utilization of CRM platform for the management of team plans, pipeline, and sale activity
• Highly effective coach of sales performance thru frequent 'in-the-field observation
• Astute developer of talent with agility to apply varying leadership styles depending on the specific need
  (directive/supportive/collaborative/delegation)
• Active support where needed for customer presentation, estimate review, negotiation, contract terms review,
  and all required due diligence.
• A strategic mindset to evaluate competitive positioning.

KPI's (Metrics TBD)

• Development/deployment of LPC Market Plan
• Personal Sales Goals: Order Intake, Booked Gross Margin, Units, and Market Growth
• Team Sales Goals: Order Intake, Booked Gross Margin, Units, and Market Growth
• Maintain Funnel Volume to meet plan
• Achieve Net Promoter Score for Sales
• Bid to Book Performance
• Customer Engagement

Qualifications / Skills

• Experienced sales leader; mature and strong disposition; strong voice and a great listener
• Strategic and tactical; need to balance 'ideas' with 'action'
• Complimentary background or strengths to the current leadership team with a focus on 2- way customer
  engagement and meaningful connections w/stakeholders; model the behavior as a value-added skill for the
  team to learn
• Change agent; ability to manage ambiguity, build-as-you-go; agility in approach (mature vs. growth markets),
  seek out and embrace non-traditional approaches and ideas.
• Comfort with customer marketing activities to secure market data and develop territory plans
• CRM and analytics used for management of pipeline, activities, and team
• Demonstrates personal influence, ability to work a matrix organization across different functions, business units,
  HQ org, and internal stakeholders to 'make things happen
• Solid disqualifier, negotiator, and closer
• Strong C-suite presentation skills; demonstrates professional polish, effective communications
• Results-oriented, action bias, energetic - set goal, does the work, high activity levels
• Embraces and lives a culture of accountability and teamwork.
• This position can be seated anywhere in the area....Dallas, Chicago, Houston or any of the other Area
  Central locations.

Your Experience
Requirements:

• Bachelor's degree (engineering, STEM, business, sales/marketing)
• 10+ years sales leadership experience
• Success in building teams up
• Expertise in long-cycle, technical solutions selling, big $ projects
• Broad territory mgt. experience, ideally in South (TX-FL-GA) including California.
• PC, CRM literate

Work Experience

• Multiple years in various assignments within the Company, in the Elevator industry, or in another serviceoriented business.

• Fully vested 401k match, up to 7% of total eligible compensation.
• Competitive Medical, Dental and Vision Plans - Effective from first day of hire.
• 3 weeks' vacation which increases with tenure, 7 sick days, 3 floating holidays and8 Company Observed Holidays.
• Tuition Reimbursement - Eligible after 6 months of service.
• Parental Leave - 100% base pay for 6 consecutive weeks within first year of achild's birth or adoption.
• A wide range of development opportunities to boost your professional and leadership growth.