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Area Sales Manager – Northeast Region, Portable Air Compressors

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Location: Michigan City, Indiana, United States
Job ID: R0001958
Date Posted: Feb 25, 2022
Segment: Industry
Business Unit: Hitachi Industrial Equipment Systems
Company Name: Sullair, LLC
Profession (Job Category): General Management
Job Type (Experience Level): Management
Job Schedule: Full time
Remote: No

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Summary of the position:


Remote Office – Must reside in or be willing to relocate within the territory.  Preferred location Northeast USA.

Territory: ME, VT, NH, MA, CT, RI, NY, PA, NJ, MD, DE, VA

The primary function of the Area Sales Manager is to maximize Sullair's sales, profit, and market share in a defined geographic territory or market segment by towing and demonstrating Sullair equipment, helping to define market needs, recommending channel strategies, providing feedback on voice of the customer, implementing Sullair's business and market strategies, and continuously improving the efficiency and performance of our channels.

The Area Manager represents the business interests of Sullair to the company's distributors, national accounts, dealers, and directly to end users. This position is responsible for the overall effort and success of Sullair in the assigned territory.

Duties and responsibilities:

  • The ASM is responsible for market share growth and sales target attainment within the territory
  • The ASM gathers and disseminates market intelligence within the territory
  • Deliver product, application, and sales training as well as competitive selling within the territory
  • Serve as a liaison between the factory and the distribution channel to communicate available inventories and build plans.
  • Familiarize channel sales teams on Sullair product capabilities and industry applications
  • Conduct sales blitzes, participate in open houses, and trade shows as required
  • Responsible for CRM management through Microsoft Dynamics CRM, including open opportunities, pipeline management, customer contact management, and top job updates
  • May participate in credit and collections efforts as required.
  • Distribution Relationship Management:
    • Provide feedback internally on voice of customer as gathered within the territory
    • Developing distributor sales metrics, tracking performance and goal attainment
    • Conducting ride along sales calls with distributor salespeople
    • Problem resolution and escalation
    • Warranty, service and delivery for assigned distributors
    • Identification of underperformance and territory vacancies, including action plans for each situation

  • Sullair Territory Responsibilities:
    • Warranty resolution
    • Pricing
    • Negotiate complex RFQs for retail and dealer fleet opportunities
    • Territory conflict resolution
    • Gross margin
    • Sales forecasting on a monthly and annual basis
    • Support and manage a group of manufacturer sales representatives
    • Working with Manufacturing Representative to support sales efforts, training sales staff and help identifying potential independent rental centers.



  • Bachelor’s degree preferred in Marketing or Business Administration

Professional experience:

  • Minimum of 5 years of successful territory management experience with documented results in compressor, pneumatic systems or rotating equipment sales
  • Strong and demonstrated customer service mentality
  • Strong territory development and marketing experience
  • Excellent interpersonal, presentation, and sales process skills
  • Working knowledge of MS Excel, Word, and PowerPoint
  • Prior multi-channel distribution management, including working with and supporting manufacturer rep agencies
  • Excellent communication skills with a strong desire for serving customers
  • Travel expectation up to 80% (3-4 nights per week) when Covid is controlled and safer to travel.
  • Direct and indirect selling experience in Construction Equipment Rental and OEM Dealer environment.
  • Established contact network within the Construction Equipment Rental and OEM Distributors market, preferably in North East part of US
  • Measurable and documented success of sales target attainment and over performance.

Direct reports:

  • N/A

The successful candidate is responsible for complying with Sullair’s Code of Ethics and related policies. In performing the job, the incumbent shall take all steps necessary to comply with our safety rules and requirements and must actively support the organization's efforts to meet and exceed its goals of creating and maintaining a safe workplace.

This description is to serve as a guide. It is intended to be flexible and will continue to evolve over time with business needs and demands and may be updated periodically and at the Company's discretion.

Sullair is an equal opportunity employer and will not discriminate based on race, religion, color, age, gender, sexual orientation, national origin, genetic information, veteran status, physical or mental disability, or other protected categories under applicable law, whether in recruitment, employment, promotion, transfer, compensation, or other conditions of employment.

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