TMEIC Corporation Americas

Compensation

Full Description

Job # ES25143 Job Title Sales Manager Channel Partner Office Location Roanoke, VA preferred Business Function /Department Energy and Infrastructure Solutions / Sales Sales Territory, if applicable Western US General Role Description Develop and implement account plans and strategies for channel partners for current and potential clients in the oil & gas, mining, power generation, water, and general industrial markets in the assigned territory to deliver the orders budget Role Accountabilities - Identify technical client needs and engage internal resources to ensure integration of commercial offering with client expectations - Lead and track activities of the channel partners in establishing contact and developing 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 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 - 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 and partners, such as reviewing written proposals and specifications, and conduct 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 client and channel partner issues, escalating unresolved issues to appropriate internal contact - 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 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 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 sales or application engineering experience in large industrial drives and motors, or with their driven equipment - Demonstrated experience supporting clients in the oil & gas, mining, power generation, or general industrial 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 - 2 years' experience selling via channel partners to close orders with end users - 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 Company's current 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