Sales Manager – Port Solutions (EMEA) (ES25025)

Remote Office Location: Germany, United Kingdom, Spain, Italy preferred

General Role Description

Develop and implement commercial and technical strategies for current and potential clients in the port solutions 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 bid for their new opportunities.
• Identify technical client needs and engage internal resources to ensure integration of commercial offerings 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, 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 the 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.
• Provide pre-sales technical assistance to clients and partners, such as reviewing written proposals and specifications, and conducting product and service presentations.
• Identify, resolve, and communicate resolution on customer issues, escalating unresolved issues to the 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 client relationship issues to business unit and Company management.
• Identify opportunities and provide recommendations to the 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 for continuous improvement.
• Review sales literature for technical accuracy.
• Provide technical guidance in the preparation, review, and final commercial proposal generation to clients.
• Track competitors’ 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 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.

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

Minimum Qualifications

• Bachelor’s degree or equivalent via education and/or work experience.
• 5 years’ technical sales, technical customer service, or application engineering experience in a commercial environment.
• 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 port solutions.
• Demonstrated experience supporting clients in the port 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 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, approximately 50%, with short notice.
• Ability to climb and work on cranes at heights up to approximately 175 feet.

Preferred Qualifications

• 2 years’ experience with drive, control, and automation systems in the crane systems industry segment.
• Demonstrated success achieving annual orders budgets of $8M-$12M.
• Demonstrated success closing contracts in excess of $3M.
• Successful existing relationships with purchase influencers at TMEIC client and potential client organizations.
• Proficiency with a CRM tool.
• Fluency in language(s) spoken in the assigned geographic area.

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