ES21047 Sales Manager - Channel Partner

Employer: TMEIC
Job Location: Roanoke, Virginia
Category: Sales/Biz Dev
Employment Type: Full Time
Last Updated: 7/1/2021
Closing Date: 8/6/2021
TMEIC
TMEIC Corporation, headquartered in Roanoke, VA, designs, develops and engineers advanced automation, large AC and DC motors, photovoltaic inverters and variable frequency drive systems. TMEIC Corporation specializes in the Renewable Energy, Metals, Material Handling, Oil & Gas, Mining, Testing and other industrial markets worldwide. We drive industry. https://www.tmeic.com/


https://www.tmeic.com/
Job Description Job #ES21047
Job TitleSales Manager – Channel PartnerRemote Office LocationTexas, Oklahoma, Kansas, Missouri
Business Unit/DepartmentEnergy & Infrastructure Solutions/Mining & InfrastructureSales Territory, if applicableMidwestern States, New Mexico, and Texas
General Role Description
Develop and implement account plans and strategies for channel partners for current and potential clients in the mining, cement, tire, water and wastewater, and power generation industries in the assigned territory to deliver the orders budget.
Role Accountabilities
  • 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 with channel partner at strategic key accounts
  • Create and lead the tactical plan for pursuing projects at approved accounts through channel partners
  • 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 and channel 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 territory.
  • 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
  • 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

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
  • 5 years’ experience in a client facing technical sales position
  • Demonstrated sales or application engineering experience in large industrial drives and motors, or with their driven equipment
  • Demonstrated experience supporting clients in the Mining, Power Generation, and Water 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
  • Demonstrated experience with contract development and negotiations
  • Successful existing relationships with purchase influencers at Company’s current and potential client organizations
  • Demonstrated experience in sales activities related to multi-million dollar projects or systems
  • Proficiency with a CRM tool

Link to TMEIC Corporation website:  https://www.tmeic.com/.  In order to be considered for a job opening, all applicants must complete an on-line job application, in full, for each job opening.  A resume can be attached to the on-line application, but is not considered a substitute for the information in the application.  Applications are not accepted for positions not posted.  Current job listings, along with our application, can be found on our website.  Select “Career Opportunities” on the “Careers” tab of our website. Please, no telephone calls.
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