Technical Service Sales Manager Metals (ES25136)

Job # ES25136

**Job Title ** Technical Services Sales Manager

**Office Location ** Roanoke, VA preferred

**Business Function /Department ** Industrial Systems/Technical Services Metals

**Sales Territory, if applicable ** North America

**General Role Description **

Develop and implement commercial and technical strategies for current and potential clients for technical services in the metals 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 create and bid for their 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, trader shows, and at client meetings

• Develop and communicate opportunity forecasts and sales plans to business unit and Company management

• Ensure timely, accurate, and thorough creation, review, and submission of commercial and technical proposals

• 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 Company products and services as the solution to client needs

• Recommend and implement risk assessment and abatement plan to meet project targets

• Solicit current and potential client needs, document and communicate them to manager

• Provide pre-sales technical assistance to clients and partners, such as reviewing written proposals and specifications and conducting 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 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 customer 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 personnel for continuous improvement

• Review sales literature for technical accuracy

• Prepare commercial and technical service proposals meeting client and business requirements and review with ISBU Managers/Stakeholders

• 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 necessary

• Travel to client locations, both locally and regionally, in support of sales opportunities

• Communicate client service needs to manager to ensure integration of commercial offering with client expectations

**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

Requirements

**Minimum Qualifications **

• 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 experience in business-to-business sales in the metals industry

• Demonstrated experience supporting clients in the metals 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, up to approximately 50%, with limited notice

**Preferred Qualifications **

• 2 years' experience with drive, control, and automation systems in the industry segment

• 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 TMEIC client and potential client organizations

• Proficiency with a CRM tool

• Fluency in language(s) spoken in assigned geographic area

• Demonstrated experience with developing service concepts, client specifications review, proposal development, and contract development and negotiations

• Demonstrated experience developing and writing specifications and proposals

**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