Location: Continental Europe (proximity to an international airport)

Business/Department: Industrial Systems (Div. 2 / Metals Business Unit)                       
Sales Territory, if applicable: EMEA

General Role Description
Develop and implement account plans and strategies for current and potential clients in the assigned industries and regions on a rolling 18-month cycle to deliver the orders budget within an established business plan.

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 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
• Identify and solicit leads and referrals from current and potential client needs to maintain an active opportunity pipeline
• Build industry and client awareness of the Company’s products and services via presentations at conferences, trade shows and at client meetings
• Provide pre-sales technical assistance to clients and OEM 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 in the region
• Coordinate resources of 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 appropriate internal contact
• Produce and maintain accurate records of opportunities, proposals, contracts 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 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
• Track competitor’s offerings, assess client situations, and propose competitive options applicable to the client’s individual needs
• Lead contract negotiations
• Travel to client locations in support of sales opportunities
• 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

Minimum Qualifications

• Bachelor of science degree or equivalent via education and/or work experience
• 3 years’ experience in a sales management position
• Demonstrated sales or application engineering experience in a commercial environment, large industrial drives and motors, or with metal rolling mills or metal processing equipment
• Demonstrated success in achieving annual orders budget
• Demonstrated successful and positive leadership, interpersonal, organizational, administrative, and communication skills
• Demonstrated successful working relationships with clients, OEM, suppliers, and other internal and external contacts
• Demonstrated presentation skills
• Demonstrated negotiation skills
• Proficiency in Word, Excel, and Outlook
• Availability to travel, domestically and internationally, approximately 50%, with limited notice

Preferred Qualifications

• Bachelor’s degree in electrical, mechanical or metallurgical engineering
• Demonstrated success closing large systems contracts of €3M to €20M
• Demonstrated success achieving annual orders budgets of €10M-€15M
• Successful existing relationships with purchase influencers at TMEIC client and potential client organizations
• Advanced commercial negotiation skills for terms and conditions
• Fluency in language(s) spoken in assigned geographic area
• Proficiency with a CRM tool