Sales Application Engineering Manager (EM26094)

TMEIC Corporation Americas•Roanoke, VA

5d•Onsite

About The Position

Develop and maintain a sales application engineering organization capable of meeting Business Unit Mid-Range Plan commitments within a set of capital and human resources over a rolling 1-2 year period. This role involves leading a team to provide technical expertise, motor and drive system solutions, and technical proposals to clients in cooperation with the sales force. The manager will ensure timely and accurate proposal creation, design competitive technical approaches, and lead the team in writing technical articles and delivering presentations to showcase the company's technical expertise. Responsibilities also include assessing lifecycle value, creating sales tools, planning new product launches, managing CRM records, identifying new product/service opportunities, and reporting resource limitations. The role also requires developing a process to track organizational operational quality and efficiency.

Requirements

Bachelor of science degree in a technical field or equivalent via education and/or work experience
5 years’ sales application engineering or technical sales in industrial automation systems
Demonstrated presentation skills
Demonstrated negotiation skills
Available to travel, domestically and internationally, up to approximately 30% of the time, sometimes with limited notice
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 MS Office

Nice To Haves

7 years’ experience in the application of industrial automation systems
Demonstrated application engineering experience in the metals, crane systems, and/or paper industries
Demonstrated experience with client specifications review, proposal development, and contract development and negotiations
Demonstrated experience leading engineering teams
Demonstrated experience developing and writing specifications and proposals

Responsibilities

Develop and maintain a team of sales application engineers that effectively provides technical expertise, motor and drive system solutions, and technical proposals to OEM and end-user clients in cooperation with the business unit sales force
Allocate team resources to generate technical proposals, proposal cost analyses, supplier specifications and costs; and attend client meetings
Ensure timely, accurate, and thorough creation and submission of commercial and technical proposals, meeting client and business requirements; and their effective communication to clients and internal engineering team
Design competitive and viable technical approaches to resolve client issues
Lead the team to write technical articles for publication and to deliver presentations at technical conferences and in meetings with clients that evince the Company’s technical expertise, and effectively communicate the benefits of the Company’s products and services to clients
Assess the lifecycle value of the Company’s motor and drive product and service offerings for key clients and applications
Create tools and collateral on new products and applications for use by the sales team
Plan, execute the launch, and manage the cross-functional implementation of new drive and motor offerings and releases
Ensure that records of opportunities, proposals, projects and business activities are properly and effectively reported per approved business practices using CRM tools
Identify new products and service feature opportunities through all available means, such as reporting by the sales team, directly soliciting feedback from clients, monitoring industry and emerging trends, and tracking the competitive environment, and make feasible recommendations to drive business growth
Identify opportunities for enhancements and improvements to existing products and services through all available means, and make feasible recommendations to drive business growth
Identify and report capital and human resource limitations that present a risk to Business Unit MRP commitments
Develop a process to track and measure organizational operational quality and efficiency
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