Sales Manager Channel Partner (ES25143) na TMEIC Corporation Americas

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

Requirements

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