Job # ES25143
Job Title Sales Manager Channel Partner
Office Location Roanoke, VA preferred
Business Function /Department Energy and Infrastructure Solutions / Sales
Sales Territory, if applicable Western US
General Role Description
Develop and implement account plans and strategies for channel partners for current and potential clients in the oil & gas, mining, power generation, water, and general industrial markets in the assigned territory to deliver the orders budget
Role Accountabilities
- Identify technical client needs and engage internal resources to ensure integration of commercial offering with client expectations
- Lead and track activities of the channel partners in establishing contact and developing 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 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 and channel partner 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
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'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 large industrial drives and motors, or with their driven equipment
- Demonstrated experience supporting clients in the oil & gas, mining, power generation, or general industrial 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
Preferred Qualifications
- Bachelor's degree in electrical or mechanical engineering
- 2 years' experience selling via channel partners to close orders with end users
- 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
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
