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Commercial Director

2 months ago

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Job Description

Job Title: Commercial Director

Company: TMEIC Corporation Americas

Job Summary:

We are seeking a highly experienced Commercial Director to lead our business development efforts in the Industrial Systems division. The successful candidate will be responsible for developing and executing comprehensive market development and orders strategies to drive business growth and achieve long-term objectives.

Key Responsibilities:

  • Design and staff an organizational structure to ensure successful execution of market development and orders strategies
  • Monitor and investigate industry and economic trends, the Company's market position, competitive threats, and opportunities in the world, and recommend new, viable, domestic and international markets for the business unit
  • Assess the Company's capabilities, products, services, and technologies to recommend new offerings and enhancements that position the business unit to achieve long-term objectives
  • Ensure effective risk management and communication, in compliance with Company and parent company policies and contractual terms and conditions, to protect the organization from liability
  • Develop, maintain, and continuously improve the system by which client relationships are strengthened and the orders strategy is fulfilled effectively
  • Nurture current and establish new client senior management relationships to position the Company to successfully bid on and secure projects
  • Develop relationships with external sales representatives and channels to build influence
  • Balance client advocacy with the Company's interests to achieve the best overall result
  • Coordinate and review commercial proposals for accuracy, adherence to company policies, and profitability with engineering, project management, manufacturing, and business executives, in accordance with corporate guidelines and in a timely manner
  • Ensure development, distribution, and realization of business unit orders plans
  • Coordinate and influence within the entire organization to secure resources and solutions to execute the orders strategies
  • Plan and execute projects up to 4 years in duration to aid in improving and growing the Company's business to meet goals set by senior management
  • Provide business executives with timely updates on sales activity, performance, integration of corporate business processes, market trends, and client relationship issues
  • Ensure talent pool development at the direct report once removed level
  • Recommend improvements to the CRM system for the group and parent companies
  • Determine the budget and business resources required to support advertising, brochures, trade shows, and technical seminars in support of the sales plan in coordination with the business units and the marketing department
  • Establish and allocate the travel budget
  • Ensure each function's structure, processes, technology, services, and/or product offering is designed to deliver the strategic intent of the function

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

Manager Accountabilities:

  • Build and lead a team of committed and capable employees
  • Plan for, appropriately assign, resource, and integrate the work of the team
  • Lead, expect, and implement continuous improvement
  • Own the output of the team
  • Ensure team members fulfill functional and general employee accountabilities
  • Exercise effective managerial leadership to include two-way managerial team working, fair and just treatment of direct reports, context setting, planning, task assignment, ongoing performance management, coaching, selection and orientation, de-selection and dismissal

Manager-Once-Removed Accountabilities:

  • Ensure effective leadership and fair and just treatment for their direct reports once removed
  • Ensure talent pool development at the direct report-once-removed level
  • Decide appeals initiated by direct reports-once-removed

Minimum Qualifications:

  • Bachelor of science degree in a technical field or equivalent via education and/or work experience
  • 2 years' experience selling large industrial equipment to the oil and gas, metals, mining, power plant, paper, crane systems, or related industries
  • 3 years' experience direct management of a sales team, i.e., direct reports with technical or commercial skills
  • 5 years in a direct client-facing position
  • Demonstrated success leading sales teams to achieve business goals
  • Demonstrated experience in business development in complex sales, i.e., capital projects with multiple points of influence, and sales activities related to multi-million dollar projects or systems
  • Demonstrated experience in the review of commercial terms and conditions of large value contracts to ensure risk to business is within acceptable limits
  • 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 MS Office and a CRM tool
  • Availability to travel, domestically and internationally, up to 40%, with limited notice

Preferred Qualifications:

  • Bachelors of science degree in electrical, mechanical, or related engineering disciplines
  • 5 years in successful management of technical sales teams
  • Demonstrated success developing new markets
  • Demonstrated success developing and leading managers
  • Proficiency in an ERP system
  • Demonstrated successful existing relationships with purchase influencers at the Company's client and potential client organizations