Sales Manager - Direct Sales (ES25142)

TMEIC Corporation Americas•Houston, TX

23d

About The Position

Develop and implement account plans and strategies for current and potential clients in the renewable energy industry in the assigned territory to deliver the orders budget.

Requirements

Bachelor’s degree or equivalent via education and/or work experience
5 years’ experience in a client facing technical sales position
2 years’ sales experience selling photovoltaic inverters in the utility-scale segment of the solar 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, approximately 50%, and occasionally internationally, often with limited notice

Nice To Haves

Bachelor’s degree in electrical or mechanical engineering
5 years’ sales experience selling photovoltaic inverters in the utility-scale segment of the solar industry
Successful existing relationships with decision makers at Company’s current and potential client organizations, specifically utilities, independent power producers, and/or EPC’s
Demonstrated experience in sales activities related to multi-million-dollar projects or systems
Demonstrated experience with contract development and negotiations
Proficiency with a CRM tool

Responsibilities

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
Develop and implement sales and business plans and strategies at key accounts
Create and lead the tactical plan for pursuing projects at approved accounts
Develop and communicate opportunity forecasts and sales plans to Business Unit and Company management
Ensure timely, accurate, and thorough creation and submission of commercial and technical proposals, meeting client and business requirements
Prepare and deliver presentations at technical conferences and meetings with clients, at client sites as necessary or assigned
Utilize successful order closing strategies to secure orders
Effectively position the Company’s products and services as the solution to client needs
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, such as reviewing written proposals and specifications, and conduct product and service presentations
Collaborate with sales and service partners, end users, and Company personnel to develop and enhance productive relationships
Identify, resolve and communicate resolution on client issues, escalating unresolved issues to appropriate internal contact
Recommend and implement risk assessment and abatement plan to meet project targets
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 brochures for technical accuracy
Provide technical guidance in the preparation, review, and final commercial proposal generation to client
Track competitor’s offerings, assess client situations, and propose competitive options applicable to the client’s individual needs
Lead contract negotiations as necessary
Travel to client locations, both locally and regionally, in support of sales opportunities
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