Sales Manager - General Industries (ES26017)

TMEIC Corporation Americas•Phoenix, AZ

1d•Onsite

About The Position

The Sales Manager - General Industries is responsible for developing and implementing account plans and strategies for current and potential clients in the mining, cement, tire, water and wastewater, and power generation industries within an assigned territory to achieve orders budget. This role involves identifying, establishing contact, and nurturing relationships with key purchase influencers within client organizations to position the Company for new opportunities. The manager will identify technical client needs, engage internal resources, and develop and execute sales and business plans for strategic accounts. Key activities include building industry and client awareness through presentations, forecasting opportunities, guiding commercial proposal generation, and securing orders by effectively positioning the Company's products and services. The position also requires assessing opportunity risks, soliciting leads, providing pre-sales technical assistance, collaborating with sales channel partners, resolving client issues, maintaining accurate records using a CRM tool, and providing timely updates to management. Furthermore, the Sales Manager will identify opportunities for sales management process improvements and recommend new or enhanced products/services based on client feedback and market trends. General employee accountabilities include demonstrating full effort, providing sound advice, giving early notice of work delays, collaborating with peers, upholding Company Core Values (Integrity, Client Focus, Team Orientation, and Personal Commitment), complying with all policies and regulations, proactively recommending improvements, and ensuring effective utilization of business tools and processes.

Requirements

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 industrial drives and motors, or with their driven equipment
Demonstrated experience supporting clients in the mining, cement, power generation, or water/wastewater 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

Nice To Haves

Bachelor's degree in electrical or mechanical engineering
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

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
Identify technical client needs and engage internal resources to ensure integration of commercial offering 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
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 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
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