Area Sales Manager VA & Carolinas

We begin with dreams. Dreams drive our motivation. Dreams are our future. The worlds dreams peoples dreams our dreams. Our passion creates ideas that make dreams come alive. Technology and products that were only dreams become reality.

All for dreams. Dreams challenge and the Nidec-Group will continue to meet the challenge. For the worlds and peoples tomorrows; the worlds first the worlds best technologies and products; we will continue our part in creating a better society.

Job Summary

Job Description

SPECIFIC JOB RESPONSIBILITIES:

• Demonstrate prospecting capabilities leveraging prospecting tools within the Company.

• Identify a list of target accounts for direct soliciting as well as those for marketing campaigns to support the territory growth strategy.

• Conduct joint-prospecting sessions with Channel partners and the Channel Sales Team helping to Hunt and leverage the channel to farm opportunities.

• Aggressively follow up on all leads and enter the results in the companys CRM system.

• Progress prospecting to confirm daily sales appointments with existing and prospective customers to promote Nidec Drives solutions focusing on in-person meetings.

• Using these introduction meetings to drive the discovery process to uncover new opportunities.

• Through the discovery process demonstrate the ability to tell the Nidec Drives Story and identify opportunities to develop new business within the Nidec Drives product Portfolio.

• When opportunities are identified present Nidec Drives product features and benefits respective of and to an application to win against our competition.

• To include basic product and software demonstrations. Qualify opportunities to prioritize the focus of time and resources Ability to collaborate with field applications engineers to solidify the presales technical qualification portion of the sale and understand the right point in the sales cycle to engage them.

• Focus moving opportunities thru the sales cycle with an emphasis on opportunities that we have the highest chance of winning.

• Develop and maintain a sales plan for assigned territory/accounts that meets or exceeds orders plan and grows market share.

• NEW business development of target accounts is a key activity. This may be steered by primary growth verticals developed in conjunction with the central business development team and with the regional director (RSD) for territory.

• CMR System usage: Develop and maintain proficiency in the Companys CRM System Salesforce; To track Order and Business Development opportunities and document sales activities.

• Maintain knowledge and document changes of account and contact information of assigned accounts in CRM to include OEM SI and End User accounts which are brokered through Channel. This means that projects and key concerns are understood through a relationship with the OEM/EU directly or via partner and tracked in CRM.

• Maintain sales pipeline of opportunities with current stages close dates and forecast commitments to enable sales leadership to provide accurate orders and sales forecasts. This is to include the business of OEM SI and End User that is sold through channel partners.

• Document Customer Visits and Sales Calls as they are completed to meet KPI requirements.

• Use CRM to note next steps or actions on your opportunity funnel to provide reporting on activities and progress to sales leadership.

• Key Performance Indicators will be centered around: Project Opportunities to Close New Business Development Customers New Customers in Fiscal Year Must Win Large Opportunities Customer Visitation and Sales Calls and any other KPIs required by the Regional Sales Director

• Provide on-time Weekly Reports as requested submitted to RSD including weekly updates of key projects key actions from the current week and key areas of focus for next week Complete commercial and technical training on products across the portfolio demonstrating technical aptitude to solicit and field customer application (technical) questions related to general sizing selection mode of operation and best practices for general purpose high performance and servo variable frequency drives and related configuration software(s).

• Be able to demonstrate Company standard demo equipment and software and train customers in applications features and benefits of products including the distinctive selling points to market competitors.

• If provided a Company vehicle for field sales calls maintain vehicle in top condition and maintain a professional and clean presence in reflection of Nidec Support distributors in conjunction with the Channel Sales team with joint sales calls and training to amplify efforts and drive growth in the territory.

• Keep current on all Company products from a technical application pricing and selling benefits standpoint Collect and pass on relevant information regarding the market Demonstrate good judgment and adeptness at analyzing facts problem solving decision-making and communication skills.

• Generate and present to customers written quotations and proposals for the Companys products and services following current pricing and sales policies.

• Assist with sponsored trade shows as requested. Learn and follow current Company Sales processes including sales policies.

• Join and remain in good standing as a member of any professional organization that represents a significant industry the Company serves.

CUSTOMER AND TRAVEL REQUIREMENTS

• Direct Customer Interaction

Travel

• Overnight approximately 33%

REQUIRED QUALIFICATIONS AND EXPERIENCE

• Four year technical or engineering degree (BSEE BSE BSEET BSME BSMET preferred) OR 5 additional years of experience selling drives or motion control

• 5 years of experience in the automation field

• Previous experience working with Distribution Partners to grow sales

• Excellent verbal and written communication skills

• Must be proficient in Microsoft Office Word Excel PowerPoint and Outlook.

• Ability to work independently and with a team

• Ability and desire to prospect new customers

• Demonstrated order growth performance

• Must be a self-starter

Languages

• English

Additional Job Details

Technical T4

Organizational Impact
Works to achieve operational functional and/or business targets within team with major impact on departmental or job family results using extensive technical principles
Seasoned technical contributor; works under limited supervision
Works independently on a wide range of moderately complex projects and may be responsible for entire projects or processes within team
May contribute to the development of goals and planning efforts for the department
Communication & Influence
Communicates with senior leadership and employees within and outside of department and/or job family on matters that require explanation interpretation and/or advising; may communicate with external clients or partners depending upon the job area
Influences employees within the business unit to agree and align on new concepts practices and approaches
Innovation & Complexity
Responsible for moderate to significant improvements of technical/business processes procedures or systems to contribute to the performance of the team
Problems are moderately complex requiring application of broad and deep experience and technical expertise and may impact multiple departments and/or job family
Leadership & Talent Management
Coaches reviews and delegates work to other professionals
Manages end-to-end projects or processes
Knowledge & Experience
Requires extensive (deep or broad) technical knowledge of specialty area with cross-functional and working knowledge of industry practices/other areas typically obtained through advanced education and strong experience
Requires a bachelors degree or equivalent experience and minimum 7 years of prior relevant experience

Equal Employment Opportunity and Affirmative Action at Nidec
Nidec is an Equal Employment Opportunity (EEO) and Affirmative Action Employer encouraging diversity in the workplace. All qualified applicants receive consideration for employment without regard to their age gender gender identity sexual orientation race color genetic information religious creed national origin physical or mental disability protected veteran status or any other characteristic protected by law. For more information regarding your (EEO) rights as an applicant please visit the following website: Shift Schedule

No Soliciting

Nidec will not accept unsolicited resumes from individual recruiters or third party recruiting agencies in response to Nidec job postings. No fee will be paid to third parties who submit unsolicited candidates directly to our hiring managers. Pre-approval from the Nidec Talent Acquisition team is required before any external candidate can be submitted and such candidate must be submitted to the Nidec Talent Acquisition team.