Technical Sales Manager Jobs in Virginia

Description

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

EEO/AA/M/F/Vet/Disability Employer