Technical Service Sales Manager Metals (ES25136)
TMEIC Corporation Americas, Roanoke, Virginia, United States, 24000
Job #
ES25136
Job Title
Technical Services Sales Manager
Office Location
Roanoke, VA preferred
Business Function / Department
Industrial Systems/Technical Services Metals
Sales Territory, if applicable
North America
General Role Description Develop and implement commercial and technical strategies for current and potential clients for technical services in the metals 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 create and bid for their opportunities
Identify technical client needs and engage internal resources to ensure integration of commercial offering 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, trader shows, and at client meetings
Develop and communicate opportunity forecasts and sales plans to business unit and Company management
Ensure timely, accurate, and thorough creation, review, and submission of commercial and technical proposals
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 Company products and services as the solution to client needs
Recommend and implement risk assessment and abatement plan to meet project targets
Solicit current and potential client needs, document and communicate them to manager
Provide pre-sales technical assistance to clients and partners, such as reviewing written proposals and specifications and conducting product and service presentations
Proactively communicate, cooperate, and provide commercial and technical support to sales channel partners on all sales activities
Collaborate with sales and service partners, end users, and Company personnel to develop and enhance productive relationships
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 customer 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 personnel for continuous improvement
Review sales literature for technical accuracy
Prepare commercial and technical service proposals meeting client and business requirements and review with ISBU Managers/Stakeholders
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 necessary
Travel to client locations, both locally and regionally, in support of sales opportunities
Communicate client service needs to manager to ensure integration of commercial offering with client expectations
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
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 the metals industry
Demonstrated experience supporting clients in the metals 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, up to approximately 50%, with limited notice
Preferred Qualifications
2 years' experience with drive, control, and automation systems in the industry segment
Demonstrated success achieving annual orders budgets of $8M-$12M
Demonstrated success closing solutions contracts in excess of $3M
Demonstrated experience in sales activities related to multi-million-dollar projects or systems
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
Demonstrated experience with developing service concepts, client specifications review, proposal development, and contract development and negotiations
Demonstrated experience developing and writing specifications and proposals
EEO/AA/M/F/Vet/Disability Employer
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ES25136
Job Title
Technical Services Sales Manager
Office Location
Roanoke, VA preferred
Business Function / Department
Industrial Systems/Technical Services Metals
Sales Territory, if applicable
North America
General Role Description Develop and implement commercial and technical strategies for current and potential clients for technical services in the metals 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 create and bid for their opportunities
Identify technical client needs and engage internal resources to ensure integration of commercial offering 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, trader shows, and at client meetings
Develop and communicate opportunity forecasts and sales plans to business unit and Company management
Ensure timely, accurate, and thorough creation, review, and submission of commercial and technical proposals
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 Company products and services as the solution to client needs
Recommend and implement risk assessment and abatement plan to meet project targets
Solicit current and potential client needs, document and communicate them to manager
Provide pre-sales technical assistance to clients and partners, such as reviewing written proposals and specifications and conducting product and service presentations
Proactively communicate, cooperate, and provide commercial and technical support to sales channel partners on all sales activities
Collaborate with sales and service partners, end users, and Company personnel to develop and enhance productive relationships
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 customer 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 personnel for continuous improvement
Review sales literature for technical accuracy
Prepare commercial and technical service proposals meeting client and business requirements and review with ISBU Managers/Stakeholders
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 necessary
Travel to client locations, both locally and regionally, in support of sales opportunities
Communicate client service needs to manager to ensure integration of commercial offering with client expectations
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
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 the metals industry
Demonstrated experience supporting clients in the metals 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, up to approximately 50%, with limited notice
Preferred Qualifications
2 years' experience with drive, control, and automation systems in the industry segment
Demonstrated success achieving annual orders budgets of $8M-$12M
Demonstrated success closing solutions contracts in excess of $3M
Demonstrated experience in sales activities related to multi-million-dollar projects or systems
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
Demonstrated experience with developing service concepts, client specifications review, proposal development, and contract development and negotiations
Demonstrated experience developing and writing specifications and proposals
EEO/AA/M/F/Vet/Disability Employer
#J-18808-Ljbffr