Sales Manager
2 weeks ago
Job # ES23103
Job Title Sales Manager – Direct Sales
Remote Office Location TX, WI, MI, IL, IN preferred
Business Function/Department Energy & Infrastructure Solutions/Field Sales Mining
Sales Territory, if applicable Central US
General Role Description
Develop and implement account plans and strategies for current and potential clients in the mining, cement, tire, water and wastewater, and power generation industries in the assigned territory to deliver the 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
- Develop and implement sales and business plans and strategies at key accounts
- Create and lead the tactical plan for pursuing projects at approved accounts
- Develop and communicate opportunity forecasts and sales plans to Business Unit and Company management
- Ensure timely, accurate, and thorough creation and submission of commercial and technical proposals, meeting client and business requirements
- Prepare and deliver presentations at technical conferences and meetings with clients, at client sites as necessary or assigned
- Utilize successful order closing strategies to secure orders
- Effectively position the Company’s products and services as the solution to client needs
- Identify and solicit leads and referrals from current and potential client needs to maintain an active opportunity pipeline
- Provide pre-sales technical assistance to clients, such as reviewing written proposals and specifications, and conduct product and service presentations
- Collaborate with sales and service partners, end users, and Company personnel to develop and enhance productive relationships
- Identify, resolve and communicate resolution on client issues, escalating unresolved issues to appropriate internal contact
- Recommend and implement risk assessment and abatement plan to meet project targets
- Produce and maintain accurate records of opportunities, proposals, contracts and business activities, fully utilizing the Company’s CRM tool, and 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 on 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 brochures for technical accuracy
- Provide technical guidance in the preparation, review, and final commercial proposal generation to client
- Track competitor’s offerings, assess client situations, and propose competitive options applicable to the client’s individual needs
- Lead contract negotiations as necessary
- 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’ experience in a client facing technical sales position
- Demonstrated sales or application engineering experience in industrial drives and motors, or with their driven equipment
- Demonstrated experience supporting clients in the mining, cement, power generation, or water/wastewater markets
- 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, approximately 50%, and occasionally internationally, often with limited notice
Preferred Qualifications
- Bachelor’s degree in electrical or mechanical engineering
- Successful existing relationships with purchase influencers at Company’s current and potential client organizations
- Demonstrated experience in sales activities related to multi-million dollar projects or systems
- Demonstrated experience with contract development and negotiations
- Proficiency with a CRM tool
Link to TMEIC Corporation Americas website: . 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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