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