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
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
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Join TMEIC Corporation as a Sales Manager for Port Solutions in the EMEA region, where you’ll immerse yourself in the dynamic world of industrial systems! This role is designed for someone who loves the challenge of engaging with clients in the port solutions sector, developing strong relationships and innovative strategies. You’ll be responsible for crafting commercial and technical strategies over an 18-month cycle, targeting both existing and prospective clients. Your day-to-day will involve identifying and connecting with key decision-makers, understanding their technical needs, and aligning our offerings to meet and exceed their expectations. You’ll also get the chance to showcase TMEIC's products and services at industry conferences and client meetings, all while creating sales plans that drive business growth. With a strong focus on both client relations and internal collaboration, you’ll guide proposal development and manage risks effectively, ensuring that the client's voice is always heard throughout the process. If you're a visionary with a keen analytical mind, a knack for closing deals, and experience in the port solutions space, this could be the perfect opportunity for you to shine and make a meaningful impact in a rewarding environment. Plus, enjoy the flexibility of a remote office role in Germany, the UK, Spain, or Italy, while traveling approximately 50% of the time to connect with clients in-person. Bring your passion for sales and technical expertise to TMEIC Corporation and help us propel the future of port solutions.
Headquartered in Tokyo, Japan, Toshiba Mitsubishi-Electric Industrial Systems Corporation (TMEIC) specializes in industrial electric and automation systems for industrial plants. The company develops and produces power electronics apparatus, elect...
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