Sales Manager (ES25075)

Job # ES25075

Job Title Sales Manager

Office Location Houston, TX preferred

Business Function /Department Industrial Systems/Port Solutions

Sales Territory, if applicable  

General Role Description

Develop and implement commercial and technical strategies for current and potential clients in the port solutions industry segment on a rolling 18-month cycle to deliver orders budget.

Role Accountabilities

-    Identify, establish contact, and develop relationships with a network of purchase influencers within current and potential client organizations to position the Company to bid for their new opportunities. 

-    Identify technical client needs and engage internal resources to ensure integration of commercial offerings with client expectations

-    Develop and implement sales and business plans and strategies at strategic accounts

-    Create and lead the tactical plan for pursuing projects at approved accounts

-    Build industry and client awareness of the Company's products and services via presentations at conferences, trade shows and at client meetings

-    Develop and communicate opportunity forecasts and sales plans to Business Unit and Company management

-    Provide guidance in the preparation, review, and final commercial proposal generation to client

-    Prepare and deliver presentations at technical conferences and meetings with clients, at client sites, as assigned

-    Utilize successful order closing strategies to secure orders

-    Effectively position the Company's products and services as the solution to client needs

-    Assess and report opportunity risks, as appropriate to the opportunity

-    Provide pre-sales technical assistance to clients and partners, such as reviewing written proposals and specifications, and conducting product and service presentations

-    Identify, resolve, and communicate resolution on customer issues, escalating unresolved issues to immediate manager

-    Produce and maintain records of opportunities, proposals, contracts, projects, and business activities per corporate guidelines

-    Provide timely updates on sales activity, performance, integration of corporate business project processes, market trends, project status, and client relationship issues to business unit and Company management

-    Identify opportunities and provide recommendations to business unit for improvements in sales management processes

-    Identify and recommend new and/or enhanced products or service feature needs by soliciting feedback from clients, monitoring industry trends, and tracking the competitive environment to drive business growth

-    Feedback product and service concerns to appropriate management for continuous improvement

-    Review sales literature for technical accuracy

-    Provide technical guidance in the preparation, review, and final commercial proposal generation to clients

-    Track competitor's offerings, assess client situations, and propose competitive options applicable to the client's individual needs

-    Lead contract negotiations as assigned

-    Travel to client locations, both locally and regionally, in support of sales opportunities

General Employee Accountabilities

-    Bring full effort to bear on tasks assigned by manager

-    Give manager best advice

-    Give earliest notice when work cannot be delivered as specified

-    Cooperate and collaborate with peers and interact cross-organizationally as specified by manager

-    Exemplify Company Core Values:  Integrity, Client Focus, Team Orientation, and Personal Commitment

-    Comply with all Company policies, practices, and procedures and all regulations and laws

-    Recommend viable improvements proactively

-    Ensure effective utilization of business tools and processes

Minimum Qualifications

-   Bachelor's degree or equivalent via education and/or work experience

-   5 years’ technical sales, technical customer service, or application engineering experience in a commercial environment

-   2 years’ experience in technical sales, technical client service, project support, or application engineering experience in a commercial environment

-   Demonstrated experience in business-to-business sales in port solutions

-   Demonstrated experience supporting clients in the port industry

-   Demonstrated experience with industry procurement processes

-   Demonstrated experience with client specifications review, proposal development

-   Demonstrated success in achieving annual orders budget

-   Demonstrated presentation skills

-   Demonstrated negotiation skills

-   Demonstrated successful working relationships with clients, suppliers, and other internal and external contacts

-   Demonstrated successful and positive personal leadership, interpersonal, organizational, administrative, and communication skills

-   Demonstrated continuous improvement in areas of responsibility

-   Proficiency in Word, Excel, and Outlook

-   Availability to travel, domestically and internationally, approximately 50%, with limited notice

-   Ability to climb and work on cranes at heights up to approximately 175 feet

Preferred Qualifications

-   2 years' experience with drive, control, and automation systems in the crane systems industry segment

-   Demonstrated success achieving annual orders budgets of $8M-$12M

-   Demonstrated success closing solutions contracts in excess of $3M

-   Successful existing relationships with purchase influencers at TMEIC client and potential client organizations

-   Proficiency with a CRM tool

-   Fluency in language(s) spoken in assigned geographic area

Link to TMEIC Corporation Americas website:  https://www.tmeic.com/.  To be considered an applicant for any available positions, individuals must complete an online job application for each posting.  A resume may be attached to the online application but is not considered a substitute for the information in the application.  Applications will be considered only for the specific position for which the application is submitted.

EEO/AA/M/F/Vet/Disability Employer