Area Sales Manager

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Job Description:

Job Summary
This position routinely conducts prioritization analyses to identify highly profitable customers significantly below their planned contribution. He/She maintains track of newly signed conversion and penetration customers on non-standard incentive structures to monitor actual revenue and profit following the effective date of the pricing agreement. This position reviews and investigates each case and determines the root causes of each customer situation, provides a detailed definition of the underlying drivers, and facilitates specific action plans. He/She provides details on material changes impacting revenue base (e.g., customers moving into or out of the area and key wins/losses) and periodic updates to the marketing team and Business Planning Unit (BPU). This position is responsible for understanding revenue plans and communicating them to Marketing, Business Planning, and Sales to establish revenue goals.

Responsibilities:

• Prioritizes customers using standardized information sources, tools, and methods.
• Performs detailed root cause investigation of client characteristics versus plans.
• Conducts investigation of account behavior and nature of UPS relationship relative to performance and develops specific action plans.
• Conducts detailed analysis of an areas existing and potential revenue and profit industry segment.
• Prioritizes lead lists for chosen opportunities.
• Utilizes standardized reports to identify and track key performance indicators across CPM programs, micro-market analysis, and business plans to identify gaps in plan performance.
• Examines reports for improvement opportunities and provides recommendations to managers for standardized report modifications.

Qualifications:

• Bachelor's Degree or International equivalent
• Master's Degree or International equivalent in Finance, Marketing, or related discipline - Preferred
• Willing to travel

Employee Type:
 

Permanent

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