Sales Manager

Job # ES25075Job Title Sales ManagerOffice Location Houston, TX preferred Business Function /Department Industrial Systems/Port SolutionsSales Territory, if applicable General Role DescriptionDevelop 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 opportunitiesGeneral 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 processesMinimum 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 feetPreferred 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 areaLink 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