Sales Manager - Port Solutions (EMEA) (ES25025)

Job # ES25025

Job TitleSales Manager

Remote Office Location Germany, United Kingdom, Spain, Italy preferred

Business Function /Department Industrial Systems/Port Solutions

Sales Territory, if applicableEMEA

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