Area Sales Manager | Heavy Equipment | REMOTE SET-UP - Antipolo

Join Us at ICON Equipment Solutions!

• Location: Km 14 Greenfield Compound, Merville Access Road, Parañaque City 1709

Job Summary:

This role requires a strong understanding of the sales process, excellent communication and presentation skills, the ability to identify and address client needs with tailored solutions, and a proactive approach to achieving sales targets, leveraging the support of the Sales Support team for administrative and proposal-related tasks.

Main Functions:

Lead Qualification and Opportunity Development:

• Proactively identify and qualify potential clients within their assigned territory based on established criteria (Need, Budget, Authority, Timeline - NBAT).
• Develop a strong understanding of prospect business challenges and opportunities through effective questioning and rapport-building.
• Maintain a healthy sales pipeline of qualified opportunities within the CRM system.

Solution Positioning and Presentation:

• Clearly and effectively position our products/services to address identified client needs and highlight our unique value proposition.
• Develop and deliver compelling presentations and demonstrations that resonate with the specific requirements and context of clients.
• Address client questions and objections professionally and persuasively.

Proposal Development and Negotiation (with Sales Support):

• Collaborate with the Sales Support team to develop accurate and compelling proposals that outline tailored solutions, pricing, and terms.
• Present and effectively communicate the value of the proposed solutions to clients.
• Lead and navigate the negotiation process to reach mutually beneficial agreements and close sales deals.

Closing and Account Relationship Management:

• Successfully close sales deals and ensure all necessary documentation is completed accurately.
• Build and maintain strong, long-term relationships with clients within their assigned territory, acting as their primary point of contact.
• Proactively engage with clients to understand their ongoing needs and identify opportunities for upselling or cross-selling.
• Address client inquiries and concerns promptly and effectively, ensuring a high level of customer satisfaction.

Territory Management and Market Awareness:

• Develop and execute a strategic territory plan to maximize sales opportunities.
• Maintain a strong understanding of the local business landscape, including key industries, competitors, and market trends.
• Identify and capitalize on local networking opportunities to build relationships and generate leads.

Reporting and CRM Management (with Sales Support):

• Maintain accurate and up-to-date records of all sales activities, client interactions, and opportunity progress within the CRM system (with Sales Support assisting with data entry where appropriate).
• Provide regular reports on sales activities, pipeline status, and revenue forecasts to the Sales Manager.
• Collaborate with Sales Support to ensure efficient administrative processes and accurate documentation.

Minimum Qualifications:

• Bachelor’s degree in Business Administration, Sales, or a related field.
• Proven experience in a direct sales role, with a demonstrable track record of successfully managing the full sales cycle from qualification to close, preferably within the local market.
• Strong understanding of solution selling principles and the ability to effectively position value.
• Excellent communication, presentation, and interpersonal skills, tailored for engaging with clients in diverse business environments within the assigned territory.
• Strong negotiation and closing skills with a results-oriented mindset.
• Ability to build and maintain strong, long-term relationships with clients.
• Proficiency in using CRM systems for managing leads, opportunities, and sales activities.
• Strong organizational and time management skills to effectively manage a sales territory.
• Familiarity with the local business landscape and market dynamics is essential.