Sales Manager – Port Solutions (EMEA) (ES25025)
Job # ES25025
Job Title Sales Manager
Remote Office Location Germany, United Kingdom, Spain, Italy preferred
Business Function /Department Industrial Systems/Port Solutions
Sales Territory, if applicable EMEA
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
Requirements
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