Sales Manager - General Industries Bari

Sales Manager - General Industries
Bari
Puglia, Bari

About TMEIC Europe

**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)

- 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