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