Sales Area Manager - Stone

The Sales Area Manager (SAM) is responsible for driving order intake, market share growth, and profitability within an assigned territory.

The SAM owns the full commercial execution of the company strategy at the regional level, including direct sales, indirect sales (Dealer/channel coordination), pipeline development, and customer relationship management. The role is accountable for achieving quota, pipeline health, and margin targets, while ensuring alignment with company strategy, pricing, and go-to-market direction defined by the Sales Director.

Key Responsibilities

1. Territory Ownership & Sales Execution

• Achieve assigned annual order intake, revenue, and margin targets
• Develop and execute a territory sales plan aligned with company strategy
• Manage the full sales cycle:
• • Lead generation
  • Qualification
  • Proposal
  • Negotiation
  • Closing
• Ensure pricing discipline and margin protection in all deals
• Actively manage and grow both:
• • Existing accounts
  • New customer acquisition (hunting)

2. Pipeline & KPI Management

• Build and maintain a robust sales pipeline in CRM (Microsoft Dynamics)
• Ensure pipeline meets required coverage ratio vs. quota
• Track and improve key KPIs:
• • Opportunity Win Rate
  • Lead-to-Opportunity Conversion
  • Pipeline Coverage Ratio
  • Quota Attainment
• Maintain accurate forecasting (monthly / quarterly)
• Ensure full CRM compliance and data accuracy

3. Dealer & Channel Coordination

• Develop and manage dealers, agents, and channel partners within the territory
• Ensure dealer alignment with:
• • Company strategy
  • Pricing guidelines
  • Target markets
• Support and train dealers to increase effectiveness and coverage
• Actively involve dealers in opportunities where appropriate
• Monitor dealer performance and provide feedback to Sales Director

4. Business Development & Market Expansion

• Identify and develop new industries, applications, and market opportunities
• Generate new leads through:
• • Direct prospecting
  • Trade shows
  • Digital/marketing campaigns
• Support expansion into new geographic or segment markets
• Contribute to strategic initiatives led by the Sales Director

5. Key Account Management

• Develop strong relationships with key customers and strategic accounts
• Lead or support major negotiations and complex deals
• Increase customer lifetime value through:
• • Repeat business
  • Upselling / cross-selling
• Ensure high level of customer satisfaction and retention

6. Cross-Functional Collaboration

• Under Sales Director supervision, work with:
• • Marketing ? lead generation, campaigns, trade shows
  • Product Management ? market feedback, product positioning, pricing
  • Service & Operations ? ensure proper project handover and execution
  • Finance ? pricing, margins, commercial terms
• Ensure customer requirements are clearly defined and transferred internally

7. Customer Experience & Proposal Quality

• Ensure proposals are:
• • Scope accurate
  • Commercially sound
  • Complete (no missing scope or terms)
• Conduct proper sales discovery to avoid errors impacting delivery

8. Market Intelligence & Reporting

• Monitor:
• • Competitors
  • Pricing trends
  • Industry developments
• Provide structured feedback to Sales Director and Product Management
• Represent the company at:
• • Trade shows
  • Industry events
  • Customer visits

KPIs / Performance Indicators

• Order Intake (value & volume)
• Quota Attainment (%)
• Pipeline Coverage Ratio
• Opportunity Win Rate
• Lead-to-Opportunity Conversion Rate
• Gross Margin per Deal
• New Customer Acquisition
• Sales Expense Ratio (where applicable)
• Forecast Accuracy

Qualifications

Education / Experience

• High School Diploma (Bachelor’s degree Business, Engineering, or related field preferred)
• 5+ years of B2B sales experience in stone cutting systems, Industrial machinery, and/or CNC / capital equipment
• Proven track record of meeting or exceeding sales targets
• Experience working with dealers or channel partners preferred
• CRM experience (Microsoft Dynamics preferred)

Skills & Competencies

• Strong commercial and negotiation skills
• Ability to manage complex, long-cycle sales
• Data-driven mindset (pipeline, KPIs, forecasting)
• Excellent communication and relationship-building skills
• High level of ownership and accountability
• Ability to work cross-functionally

Other Requirements

• Ability to travel 50–75%
• Valid driver’s license and passport
• Legal authorization to work in the United States