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Area Sales Director- Service/Repair/Modernization

4 months ago

Alexandria, United States TK Elevator Full time
The first 3 letters in workplace safety are Y-O-U

TK Elevator is currently seeking an experienced Area Sales Director Service/Repair/Modernization for Mid-Atlantic Area.

Responsible for ensuring that area exceeds annual and monthly service/repair and modernization sales goals and achieves optimum sales volume and profit, supporting sales team capability and development.

ESSENTIAL JOB FUNCTIONS:
  • Drives the focus on selling highly profitable, executable and convertible projects and leading service & repair and modernization sales growth, fostering relationships with key customers, consultants, and architects. Includes collaborating with area leadership to establish goals and objectives and ensuring that service and repair and modernization staff exceeds goals and objectives.
  • Supports a culture of safety throughout the organization and stresses the importance of safety to all employees.
  • Implements sales initiatives and use of TKE sales tools in keeping with corporate and area strategic initiatives and reporting requirements. Acts as a conduit for the Corporate Sales Team within the area.
  • Supports onboarding and development of service/repair and modernization sales representatives. Helps to recruit, train, mentor, coach, evaluate and collaborate with Branch Managers and Sales Managers for discipline and accountability of employees. Supports sales representatives to ensure their questions and issues are addressed and resolved, timely.
  • Leads STEP Program within the area, including college partnerships, campus recruiting, program delivery, collaboration with seed Campus team, and successful onboarding of trainees.
  • Analyzes financials and reports to accurately forecast booking activity on a monthly and quarterly basis. Includes working with AVP to set area budgets.
  • Drives the focus on pre-selling activities. Includes conducting Lunch & Learns; presenting and meeting with general contractors; and developing strong working relationships with architects to foster BOD specifications; develops and maintains strong working relationships with consultants.
  • Reviews and creates bidding strategies for large or complex modernization and/or service/repair jobs to ensure profitability. Includes participating in approval process and $Mil+ bid process. Participates in contract administration calls. Attends scope reviews and bid buyouts.
  • Monitors on-going modernization and service/repair jobs and focuses on margin improvement through change orders. Includes participating in CSC calls, close out meetings and accounts receivable calls.
  • Reviews CRM to monitor sales performance and participates in monthly CRM review calls.
  • Maintains strong familiarity of company products by attending company training classes and reviewing factory equipment updates and supplier goods. Includes maintaining a strong understanding of TKE, and its area and company mission and objectives, ethical standards and code of conduct.
  • Supports a culture of customer satisfaction that promotes customer retention. Works with other departments to ensure proactive customer assistance.
  • Maintains familiarity of the overall market area, including sales backlog, service and repair volume, market penetration, volume of outstanding bids, available new business, special projects, and staffing requirements and availability.
  • Implements Area-wide NIM strategy consistent with company guidelines with the goal of producing 100% on-time conversion. Collaborates with branch and area management to negotiate maintenance conversion.
  • Performs other duties as may be assigned.
EDUCATION & EXPERIENCE:
  • A Bachelor's Degree and 10+ years directly related sales experience in the elevator industry; or equivalent combination of education and experience
  • Experience working with long sales cycles.
  • Proven success in B2B field sales, with experience selling services in a highly competitive market.
  • Ability to write reports, contract proposals and business correspondence.
  • Ability to define problems collect data, establish facts and draw valid conclusions to improve profitability.
  • Ability to present effectively to customers, lead meetings and present to groups of people