Industry Segment Leader - Metals (EM26095)

TMEIC Corporation Americas•Roanoke, VA

4d•Onsite

About The Position

Deliver the comprehensive, long-term (3-5 years) sales strategy for the industry segment. This role involves evolving and executing the strategy through the determination of necessary business offerings and resources, conducting market research and forecasting, and developing relationships with purchase influencers and internal/external contacts to secure new projects and resources. The position requires establishing a global market strategy, planning and delivering order commitments, building and leading a sales team, managing selling resources, and establishing budgets for travel, advertising, and trade shows. The role also includes creating and conducting proposal presentations, overseeing the proposal process, analyzing and recommending projects, mapping tactical plans, and ensuring accurate maintenance of contracts and business activities. Regular updates on sales activity, performance, market trends, and client relationships are expected.

Requirements

Bachelor’s degree or equivalent via education and/or work experience
5 years’ technical or technical management experience
5 years in a direct client facing position
Demonstrated success in business development in complex sale and sales activities related to multi-million-dollar projects or systems
Demonstrated experience in the review of commercial terms and conditions of large value contracts to ensure risk to business is within acceptable limits
Demonstrated success leading teams to accomplish business goals
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, a CRM tool, and an ERP business system
Availability to travel, domestically and internationally, up to 50%, with limited notice

Nice To Haves

Bachelor of science in electrical, mechanical, or chemical, engineering or related engineering discipline
5 years’ technical or technical management experience with rotating equipment, large electrical drives or other capital equipment in the industry segment
5 years’ experience in a technical field sales position
Demonstrated success in vendor pre-qualifications and other typical procurement requirements for the industry segment
Demonstrated sales or application engineering experience in a commercial environment, large industrial drives and motors, or with metal rolling mills or metal processing equipment or crane systems
Demonstrated success leading remotely located teams to accomplish business goals
Existing, successful relationships with purchase influencers at TMEIC client and potential client organizations

Responsibilities

Evolve and successfully execute the strategy through the determination of the necessary business offerings and resources
Conduct market research and forecasting to grow and sustain the industry segment business
Develop relationships with a network of purchase influencers within current and potential client organizations to position the Company to bid for new projects
Develop relationships to influence within a network of internal, domestic and international company contacts to coordinate and influence securing the resources needed for securing the strategy
Establish a global market strategy for the industry vertical in coordination with the parent company
Plan and deliver order commitments for the industry segment
Build and lead a team of committed and capable employees to ensure successful delivery of the sales strategy
Manage and deploy selling resources as necessary to meet established commitments
Establish and allocate the travel budget for the industry segment team members
Determine the budget and business resources required to support advertising, brochures, and trade shows and technical seminars for this business
Create and conduct proposal and business presentations for clients’ business executives
Create context for and oversee the development of the individual proposal process for key clients
Provide analysis and recommend projects to be pursued
Map and manage the tactical plan for pursuing particular projects
Ensure the accurate maintenance of proposals, contracts, and business activities per corporate guidelines
Provide business executives with timely updates on sales activity, performance, integration of corporate business project processes, market trends and client relationship issues
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
Build and lead a team of committed and capable employees
Plan for, appropriately assign, resource, and integrate the work of the team
Lead, expect, and implement continuous improvement
Own the output of the team
Ensure team members fulfill functional and general employee accountabilities
Exercise effective managerial leadership to include Two-way managerial team working, Fair and just treatment of direct reports, Context setting, Planning, Task assignment, Ongoing performance management, Coaching, Selection and orientation, De-selection and dismissal