TMEIC Corporation
Overview
Job # ES25075
Job Title: Sales Manager
Office Location: Houston, TX preferred
Business Function / Department: Industrial Systems/Port Solutions
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 continued 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
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Job Title: Sales Manager
Office Location: Houston, TX preferred
Business Function / Department: Industrial Systems/Port Solutions
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 continued 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
#J-18808-Ljbffr