Area Sales Manager

Job description

Job Description Area Sales Manager (ASM) – Thailand Position Summary: Area Sales Manager (ASM) will lead and manage a team of 8 Sales Engineers in Thailand. The team is structured around Account Sales Engineers and Territory Sales Engineers, ensuring that lead and non-lead products are sold to a wide variety of customers. This pivotal role focuses on driving consistent sales performance, leveraging Cognex technology, and fostering an environment that upholds Cognex's core values. The ASM will work closely with regional and cross-functional teams to enhance customer satisfaction and achieve sales objectives. Key Responsibilities: Sales Planning & Execution • Maximize district booking performance by implementing best practices in territory and account management, as well as the strategic 6-bullet sales process. • Utilize dashboards to monitor KPI attainment and team performance against established goals and take corrective action where teams are behind goals • Lead high-level engagements for key strategic accounts and opportunities, ensuring alignment with the global and regional sales frameworks. • Support the Regional Sales Manager (RSM) in decision making around resource allocation, quota setting, and execution plans. Talent Acquisition & Development • Actively identify, recruit, and develop top industry talent to join the Cognex team, while also looking to turnaround or exit underperformers on the team. • Mentor and coach high-potential team members for future leadership roles. • Partner with Sales Readiness to evaluate and develop team competencies, onboarding, and skill-building programs for entry-level Territory Sales Engineers (TSEs). • Lead at least two full-day joint sales calls per month with each TSE, providing structured feedback and support. • Manage daily activity reviews with each TSE, leveraging dashboards for structured weekly and monthly performance assessments. Leadership & Culture Building • Provide motivating and strategic leadership to inspire excellence in sales execution. • Cultivate a work environment that reinforces Cognex culture and values. • Collaborate with leaders across regions and functions to harness Cognex's full capabilities, driving growth and delivering exceptional customer experience. Opportunity Management & Negotiation • Conduct monthly reviews of the top 10 district opportunities to drive alignment and improve the probability of winning. • Negotiating pricing, terms, and conditions for strategic opportunities to maximize profitability and customer satisfaction. • Maintain a clear, accurate opportunity funnel, ensuring achievement in funnel creation, conversion, and booking metrics across the team. Channel Management • Serve as the primary sales point of contact with partners in your area, coordinating tactical sales efforts and providing channel adherence feedback. Market Intelligence • Ensure the comprehensive entry of all competitor products and pricing in CRM. • Maintain accurate CRM data on account potential and competitor analysis within the district. • Utilize CRM tools to manage and monitor sales execution, track key performance metrics, and capture strategic market insights to drive informed decision-making and enhance team performance Key Qualifications: Experience: • Minimum of 7 years of relevant sales experience, preferably in industrial automation or a related field. • Minimum 1 year of experience leading a sales team. Skills & Abilities: • Proven expertise in sales, business acumen, and market knowledge. • Strong communication, presentation, and client relationship-building skills. • Demonstrated leadership abilities, with a focus on coaching and talent development. • Analytical skills with a commitment to data-driven decision-making. Education: • Bachelor's degree in business or a STEM field is preferred. Additional Requirements: • Willingness to travel extensively (50%+). • Valid driver’s license. Additional Job Description