About TMEIC Europe
TMEIC drives industry around the world through a comprehensive offering of unique systems solutions including variable frequency drives, motors, generators, flywheels, photovoltaic inverters, BESS inverters and advanced automation systems for a wide range of industrial and energy applications. TMEIC was established in 2003 through the integration of the industrial systems divisions of Toshiba Corporation and Mitsubishi Electric Corporation.
General Role Description
Develop and implement commercial and technical strategies for current and potential clients in the assigned industry segment on a rolling 18 month cycle to deliver orders budget.
Role Accountabilities
Develop Client
Identify and solicit leads and referrals from current and potential client needs to maintain an active opportunity pipeline.
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, resolve, and communicate resolution on customer issues, escalating unresolved issues to appropriate internal contact.
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.
Coordinate resources of sales and service partners, end users, and Company personnel to develop and enhance productive relationships.
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.
Design competitive and viable technical approaches to resolve customer issues.
Develop and implement sales and business plans and strategies at key accounts.
Proposals and Contracts
Provide pre-sales technical assistance to clients and OEM partners, such as reviewing written proposals and specifications, and conduct product and service presentations.
Ensure timely, accurate, and thorough creation and submission of commercial and technical proposals, meeting client and business requirements.
Define solutions that include hardware and software requirements for a project, in collaboration with customers and original equipment manufacturers (OEM's).
Evaluate supplier proposals to determine the best technical and most economical solution for the application.
Provide technical guidance in the preparation, review, and final commercial proposal generation to customer.
Lead technical and commercial presentations and contract negotiations with customers at customer sites.
Utilize successful order closing strategies to secure orders.
Effectively position the Company's products and services as the solution to client needs.
Recommend and implement risk assessment and abatement plan to meet project targets.
Prepare documentation and deliver presentation to communicate contractual deliverable and expected financial results to the project to Order to Revenue (OTR) team.
Business Development
Identify new product and service opportunities to increase sales growth.
Identify opportunities and provide recommendations to business unit for improvements on sales management processes.
Prepare and deliver presentations at technical conferences and meetings with clients, at client sites as necessary or assigned.
Track competitive environment to identify new products and technology and provide comparative analyses to the commercial and R&D teams.
Track competitor's offerings, assess client situations, and propose competitive options applicable to the customer's individual needs.
Solicit current and potential client needs and potential needs, document, and distribute within the Company.
Reporting
Develop and communicate orders forecasts and sales plans to business unit and senior management.
Provide timely updates on sales activity, performance, integration of corporate business project processes, market trends, project status, and customer relationship issues to business unit, senior, subsidiary, and parent company management.
Produce and maintain records of proposals, contracts, projects, and business activities per corporate guidelines.
Provide feedback on product and service opportunities for improvement to management for continuous improvement.
Management
Build and lead a team of committed and capable employees, by promoting and instilling a culture of superior performance, ethical conduct, professional development and personal learning, through effective managerial leadership.
Plan for, appropriately assign, resource, and integrate the work of the team.
Lead, expect, and implement continuous improvement.
Own the output of the team.
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 of Science degree in a related field 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 with power conversion, i.e., adjustable speed drives, equipment, electrical motors/generators, pumps, or compressors.
Demonstrated success in achieving annual orders budget.
Demonstrated successful and positive leadership, interpersonal, organizational, administrative, and communication skills.
Demonstrated successful working relationships with customers, suppliers, and other internal and external contacts.
Demonstrated negotiation, presentation, and innovative problem solving skills.
Availability to travel domestically frequently, up to 40%, and internationally occasionally, up to 10%, with limited notice.
Preferred Qualifications
Bachelor's degree in electrical or mechanical engineering.
4 years' sales management experience, including securing capital projects in excess of 1M per contract.
Demonstrated experience with customer specifications review, proposal development, and contract development and negotiations.
Demonstrated experience developing and writing specifications and proposals.
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