Sales Manager - Direct Sales

August 17

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TMEIC

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TMEIC (Toshiba Mitsubishi-Electric Industrial Systems Corporation) headquartered in Roanoke, VA, designs, develops and engineers advanced automation systems, large AC and DC motors, photovoltaic inverters and variable frequency drives$1. .$1

Variable Speed Drives • Rotating Machinery • System Solutions • Automation – Automatic Stacking Cranes • Material Handling – Port, Yard, Bulk, & Overhead Cranes

1001 - 5000

Description

• Develop and implement account plans and strategies for current and potential clients in the renewable energy industry in the assigned territory to deliver the orders budget. • 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 • Develop and communicate opportunity forecasts and sales plans to Business Unit and Company management • Ensure timely, accurate, and thorough creation and submission of commercial and technical proposals, meeting client and business requirements • Prepare and deliver presentations at technical conferences and meetings with clients, at client sites as necessary or assigned • Utilize successful order closing strategies to secure orders • Effectively position the Company’s products and services as the solution to client needs • 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, such as reviewing written proposals and specifications, and conduct product and service presentations • 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 • Recommend and implement risk assessment and abatement plan to meet project targets • 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 brochures for technical accuracy • Provide technical guidance in the preparation, review, and final commercial proposal generation to client • 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

Requirements

• Bachelor’s degree or equivalent via education and/or work experience • 5 years’ experience in a client facing technical sales position • 2 years’ sales experience selling photovoltaic inverters in the utility-scale segment of the solar 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, approximately 50%, and occasionally internationally, often with limited notice